I can’t count how many times I’ve heard people say that the more you can offer customers, the more they’re going to buy from you.
But is there a point where too much is a bad thing?
Let’s take 2 offers and break them down from the point of view of your customer. The product will be a traffic package you can buy online to give you massive amounts of traffic.
Offer #1 – For $97 you can buy 5 rotations on PPC ads for 2 weeks of traffic (using a company that delivers traffic via PPC), a free ebook on traffic building from a well-known author, and a 2 month subscription to a traffic-building newsletter.
Offer #2 – For just $47 you can get 100,000 visitors to your website within 1 week as well as 15 free reports on traffic building and a lifetime supply of customers from an FFA network.
Do you see the difference in these 2 offers?
Offer #1 actually sounds believable. For anyone who has used rotations before from a credible company, that’s a pretty good deal by itself. Plus the free ebook from a well-known author and 2 months free subscription to a newsletter makes it that much better. But it’s still believable.
On the other hand, offer #2 doesn’t even sound remotely believable. It sends up red flags ALL over the place.
Now, if you have an incredible offer that you can give to your customers, I’m not saying to purposely give less in order for it to sound believable.
There’s just one psychological trick you have to use in order to persuade them. It’s one I learned from John Carlton and it works like gangbusters.
And here it is…
Give them a “reason why”.
For example, say you own a furniture store and your average sofa sells for $900 by itself.
If you then offer a sale selling it for $300, people will probably think it’s broken and won’t even show up to buy it.
But what if you have a “water damaged” sale and sell it for $300? That gives you a great “reason why” you’re selling it so for so cheap.
But then people are still going to think it’s damaged too much aren’t they?
That’s why you’d also mention in your ad that some have more damage than others – some might not even at all.That way the skepticism shield comes down and they might go check it out to see if they could get in there early and maybe get lucky.
One smart business owner with a furniture store found this so profitable he actually climbed on his roof, poked a few holes in it, and waited for it to rain.
Right after it rained, he ran an ad and within a few days made a heap of money!
Now obviously you don’t have to have a furniture business to do this.
You can do it for any kind of business really. All it takes is a little creativity.
Set aside a good 20-30 minutes tonight and see if you could apply this to your business and make a heap of money for yourself. Don’t let the other business owners reap all the rewards!