Is this book worth your time?
The Irresistible Offer is worth reading. The most useful things in this book are the specific principles and techniques that you can implement in your advertisements. The book is easy to read and it has a simple outline. The worst part of this book is that Mark Joyner doesn’t do a good job of explaining the title and subtitle in the book. There are some really good ideas that Joyner outlines in the book, so even though the title and subtitle are never fully explained, this book is still worth your time.
Summary of the important sections in The Irresistible Offer.
The beginning of the book starts with Joyner attempting to explain the “3 seconds” and “Irresistible Offer” from the subtitle and title. The beginning of the book does accurately explain the core imperative of business, which is to make an offer. The beginning of the book covers the “big four questions.” These are: “What are you trying to sell me?” “How much?” “Why should I believe you?” “What’s in it for me?” The last thing Joyner does in the beginning of the book is explain that “The Irresistible Offer is an identity-building offer central to a product, service, or company where the believable return on investment is communicated so clearly and efficiently that it’s immediately apparent you’d have to be a fool to pass it up.” This definition is over the top in my opinion. What does “identity-building” even mean? “Identity-building” is a phrase that a modern hipster would use.
Toward the middle of the book, Joyner explains what “The Irresistible Offer” isn’t. He says “The Irresistible Offer” is not a special offer, a fact, bragging rights, a benefit, or a Unique Selling Proposition. At this point he is skating on thin ice. If “The Irresistible Offer” isn’t any of those things then what is it? Sure, you can say it’s that long convoluted definition he gave, but no one is going to think of their advertisement in terms of that definition. In the middle of the book he discussed elements of “The Irresistible Offer.” This is where you have to pay attention. The three elements he gives of “The Irresistible Offer,” clarify what this offer actually is. He says the three elements are a high ROI for the buyer, a touchstone offer, and believability. These define “The Irresistible Offer” better than his actual definition. He explains that a touchstone offer answers the “big four questions” from earlier. If you ask me this seems like a lot of explaining to do in three seconds, which is how long you have according to the subtitle.
In the final sections of the book, Joyner highlights how to make full use of “The Irresistible Offer.” He says you can make the most of “The Irresistible Offer” by making the offer as irresistible as possible, presenting it to a thirsty crowd, selling them a second glass, and intensifying the offer. Joyner does a very good job of highlighting the importance of follow up sales to recurring customers. Also, he does a good job of explaining offer intensifiers. He says offer intensifiers add urgency, add value (additional benefits or products for the same price), or reverse the risk associated with your offer (money-back guarantees). He describes how to assess the effectiveness of your “Irresistible Offer.” He says testing your monetary profit from the ad is the best method of assessing the effectiveness of your offer. He then says that you can estimate the effectiveness of your offer by determining its uniqueness, speed of delivery, intensity of the audience’s desires, and the quality of your product or service compared to competitors.
Why are these things important?
Joyner’s attempt to explain “The Irresistible Offer” and the “3 seconds” makes it clear that your offer better be good enough to gain a sale in a very short period of time. Joyner never explains how to convey all the information in “3 seconds”, or why “3 seconds” was the time limit. He fails to explain how the “3 seconds” relates to the theme of the book. Even though he fails to explain this, it is important for the book because we get his point with regards to the topic of advertising. His point about advertising is that you have a very short amount time to use your headline and leading lines of copy to get people’s attention.
The section about the core imperative of business is important for the theme of the book, creating an “Irresistible Offer.” You can’t create an “Irresistible Offer” if you don’t make an offer! This section is also important for the topic of the book, advertising, because the whole point of advertising is to make an offer.
The “big four questions” are important for the theme of the book, because they are necessary components of a touchstone offer. A touchstone offer is one of the necessary components in an “Irresistible Offer.”
Joyner’s long and convoluted definition’s only significance is to show that he had trouble making his point. The section where he outlined all of the things “The Irresistible Offer” isn’t, only had importance in showing that theme of the book, creating an “Irresistible Offer,” is impossible. It is impossible to create an “Irresistible Offer” without using the things he marked off on his list.
The section that describes the elements of “The Irresistible Offer” is the most important section in the book. He explains the touchstone offer in this section. This is important because Joyner’s definition of a touchstone offer is pretty much a business’s Unique Selling Proposition that the buyer cares about. Joyner bashed the USP then pretty much defined a “touchstone offer” as the USP. The concept he introduces of giving the buyer a high rate-of-investment is crucial in making an offer as irresistible as possible. Imagine the following situation. You are looking for a product on Amazon. There are probably many products that could be what you are looking for. You have to choose one out of all these similar products. You are going to try and get full value when you buy. You want to find the product with the most benefits, the greatest ease of use, and the lowest price. You are looking for a high ROI. To make an offer as juicy as possible for the buyer, you have to give him a high ROI. You want to your target to think, “Wow! I get all those benefits for that price, and I hardly have to put forth any effort in using this product!” You want to get your target excited, and the best technique for doing so is giving him a high ROI.
The final sections of this book highlight good techniques that you can use in raising the ROI for your buyer. The section about selling the second glass is important, since you need to get full value as a seller. Chapters 6-8 are all important for making and using an “Irresistible Offer”, which is the theme of this book. Chapter 9 is important for assessing your “Irresistible Offer” and discovering where you can improve. You have to improve your offer if you want it to be as irresistible as possible!
How does this book compare to other books about advertising?
I am currently reading another book about advertising called How to Write a Good Advertisement. The theme of that book is very similar to the theme of The Irresistible Offer. In How to Write a Good Advertisement, Victor Schwab highlights the importance of getting your audience’s attention in the headline. He advises making the headline so interesting that the audience would have to read the rest of the ad, which would culminate in a sale. The Irresistible Offer is similar because Mark Joyner says you have to get the audience’s attention really fast, in three seconds. Joyner recommended that the headline include a large portion, if not the entirety, of “The Irresistible Offer” in order to keep the audience reading and make a sale.
Mark Joyner wasn’t able to prove his point about an advertiser having only three seconds to make a sale. He was able to emphasize that you don’t have much time, but he never provided evidence for the “3 seconds.” In the middle and latter chapters of the book, Joyner did a good job of explaining “The Irresistible Offer” and how to make it as juicy as possible for your audience. The early chapters weren’t important with regards to the book’s thesis, so he didn’t do a good job making his point there. Don’t get me wrong. He did make his point about the “four big questions” and the core imperative of business. Those points related to good advertising, but not directly to “The Irresistible Offer” itself. If you had to choose three chapters from this book to read, I would advise you to choose chapters 6-8, because he explained clearly in those chapters how create a juicy offer.
How well has this book helped me, or failed to do so?
This book was very useful in helping me learn some techniques for creating juicy advertisements or offers. Your offer needs a high ROI for the buyer, at least one central unique benefit, and believability. This book helped me assess a couple of advertisements for the homeschooling curriculum I use. I will definitely remember the principle of a high ROI for the buyer whenever I look at ads and offers from now on. It is worth reading this book if you can remember and use the high ROI principle in creating and assessing advertisements. If you want to learn how to create a juicy and intense offer for customers, then you should read this book.