If you want a huge leg-up on your competitors…you
MUST test as many components of your sales copy as
possible. It’s the one thing that distinguishes good
results from the superb. Done right, testing and refining
your offer can put you into a whole other league of
success. A powerful offer is one of the best ways to tilt
the deck in your favor and get more sales.
Your entire offer is made-up of your product, the price,
and your terms.
It’s a no-brainer about having a great product. If
you can’t have a great one, then please at least have
a good one! No amount of fabulous copy and incredible
offers will save a bad product. Oh sure…you’ll
make some sales. But look out when the refund requests
start rolling in. Just isn’t worth it.
And for your price point, only your market can tell you the
best price. But before testing, it’s critical to
understand your objective.
If you’re promoting a front end product, your goal
really shouldn’t be to maximize your profits. A lot
of inexperienced marketers go straight for the profit
jugular. Big mistake. You really should be shooting to
break even and build your list with the back-end in mind.
Every great marketer and copywriter will tell you the
back-end is where massive profit-making happens.
Here’s an example…
You can test and try decreasing the front end product price
and your sales double. In this scenario you’ll
increase your profit margin and double the number of
customers to market your back-end products to. The increase
in profits could be massive. See?
You can do a lot with your terms. The thing though is to
test, test, test. Here are just a small handful of
possibilities with your terms. You can increase perceived
value and help make it easier for your customers to buy.
Killer Term #1…Letting your customers pay in
installments. This works great with high-priced products
because it reduces perceived cost. You’re just
allowing customers to pay in monthly installments.
Killer Term #2…The classic up-sell offer. We’ve
all seen them at one time or another. When your customer
orders, they’re presented with a chance to upgrade to
an enhanced version of the product. Something like
upgrading from a standard to a gold or platinum version at
a higher price point.
Killer Term #3…In this scenario, when your customer
clicks to buy, they’re presented with a one-time
chance to buy another product with the first one at some
reduced price. This works very well for several reasons.
First, your customer is at the best place to be! Their
credit card is in hand and they have committed to making a
purchase. Also, you’re adding a scarcity and time
element if you tell them this is the only opportunity to
get both at such a greatly reduced price. Killer Term
#4…Letting your customer actually use the product for
30 days before charging their card. You’ll want to
get their card information, of course. And after 30 days if
you haven’t received the product in return,
you’ll just bill them at your price.
Killer Term #5…You make either a massive bonus offer
or one with a smaller number but a greater perceived value.
The massive offer term basically just blows your customers
away to the point where it really is a no-brainer to buy.
There have been times when I bought something just because
I wanted the bonus!
Think out of the box. You can really get creative with your
offer terms. But do your best to get into the mindset of
testing because it’ll only help you to be more
profitable. Now you have something concrete you can get
going with. These were just a handful and there are a lot
more!
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