More Conversions By Adding Offers
Let’s say you have this $47 product, maybe you just bump up the price of the product and now you’re worried that people aren’t going to buy because it costs too much. So for this you have a lead-in offer. So you pull out the best chapter and sell it by itself for $7.
So you just take out the part of the sales letter that mentions that chapter. Make it really simple; get them in for $7. And this is a good alternative to people who don’t want to deal with the exit pop-up. If they think they’re annoying or if they’re worried that they’re going to lose a sale, you get the first sale in. You get the $7 just for that one chapter of your book.
Or maybe you just make a bonus chapter and sell that for $7, but you get the $7 sale. And right after the sale you offer them to upgrade to the complete package. So you could have this $47 product – or maybe, 7 and 27 seem to work really well for me, so have the $7 sale to begin with. And they buy this simple report, or the light version, and then you say right after they bought – they just bought and they’re about to go to the download page. You say, “Before you download would you like to upgrade to the deluxe version? It’s only 20 bucks more.” And they pay the extra 20 bucks and they upgrade, and you get the full $27 sale.
If they don’t upgrade, you still have got them on the list from buying the $7 thing, and they’ll still download the $7 report and you can hit them with follow-up e-mails. So if you’re worried that a $47 price tag will lose a lot of visitors, use the $7 into 27 or $7 into 47 to try to get the sale later. You can do this the same way if you start at 47. Try to get them on a $497 upsell. And many people won’t take that right away. And after that you can hit them with follow-up e-mails and give them a reason over time, hit on different benefits to upgrade. And in the meanwhile they’ll have time to digest that $47 product. And if they like what they see and they get to the end of that, maybe they actually will convert to the 497. And if you can keep track of who the affiliate was, they’ll love you for that because your affiliates will get commissions of a couple hundred dollars with every single sale.
Add No Brainer Guarantee
A no-brainer guarantee. So many times you will lose people right at the guarantee. By raising your offer almost as a trial, to almost like the money they’re giving you is a loan, and if they don’t like it they get their money back it makes it much more appealing.
So if your guarantee is weak, answer these questions. Answer: How easy can they get their money back? Do they have to send you an e-mail? Write you a letter? Call you on the phone? Make it as easy as possible. Make it, “Just send me an e-mail and tell me why you didn’t like it and you can get your money back. Or if you don’t even want to tell me why you didn’t like it, or if you want to tell me you didn’t like it because I have bad breath even though you bought it on the internet, you can still get your money back.”
Answer how long do they have to get that refund. So do they have a week? Do they have 30 days? Do they have six months? This depends on your payment processor. But I like to phrase it as, “If you don’t like it after a week, contact me and I’ll refund your money. If you don’t like it after two weeks, I’ll refund your money. If you don’t like it after a month, I’ll refund your money. If you don’t like it after two months, I’ll refund your money.” So you make it seem like they have multiple chances to get their money back at any point along the way.
Do you have a conditional guarantee? So can they get their money back or can they get more than their money back if the results don’t deliver. So if you’re teaching a system on how to make your dog run faster you can say, “If you don’t like it send the DVD back in the mail and get your refund. If you try it and your dog doesn’t run faster, if he doesn’t run twice as fast, then get your money back and keep the DVD.”
And then think about what’s the biggest benefit that insures they don’t have to ask for their money back. So what is it in your product that is so freaking good that they wouldn’t even need a guarantee? That even if there was no guarantee they would still happily buy. So this way you have a really good benefit, and you can say that there’s no possible reason why you would want to refund. But if you do, you can and it’s no big deal. No hard feelings.