Times Are Changing –
How about the latest purchase you made for your house, whether it was a whole work surface, a new garage door, a toaster, a dinner table, whatever it was. I bet if you think about it, you’ll see that times have changed. A long time ago, even before I was born, people wanted things that worked. They were just ok. But nowadays that’s not enough. It’s got to be the best, the fastest, the nicest, the easiest to use. There’s a real market for premium products emerging. Make sure you don’t place yours in the bargain bin if it’s meant as premium product, not a bargain basement product.
Increase Sales by Presenting Choices
Okay enough of that for now. I want to talk about something else that’s rarely done, especially in the world of online marketing and info products, and that’s offering different price plans from the word go. Sure people might change their price, put it up and down to experiment, put on offers and so on, but that’s not doing much if your original plan isn’t well thought out.
Even with the simplest of single sale info products such as this, you’re presented with options. The more, the better to be honest. Whether you’re a high ticket item offering smaller chunks to be paid at extended periods, or a low priced membership site that does the opposite, and offers a lump sum that gives access for three months, six months or even a year.
Remember, the sales process is all about answering the customer’s questions, and squashing their fears or any problems they may come up with in their minds for not buying your product. It’s no good you selling someone on something and then they find out they don’t have the payment option they want. Make sure you add multiples of these. It’s simple, if there’s anyone out there with a website that only offers one payment option, they’re losing sales. Don’t let this be you.
Rewards for Customers Equal More Cash in your Pocket
Rule five, and one of the most important. Never ever, no matter what you do, ignore the people that have purchased from you before. It’s not hard to come up with ways to reward them. Right now, I’m putting together an ID number system for myself that allows previous customers to come along and buy my stuff at a discounted rate.
These people are the most important of all. You’ve already got them on your lists, they’ve already bought your stuff, which means they’re willing to spend money, and of course they trust you, and they’re serious about wanting more information, or the products and services you offer. Remember this, because if you forget you’ll go broke. It’s as simple as that.
You want to keep the customers that are buying from you happy, and you want to stay in touch with them. If you don’t go out of your way to please them, you’ll have to go out and spend wads more on finding new customers. Look after them, because they’ll be with you for a long time to come and will form the base of a successful business from the word go.
Trials & Lead Generation
Rule number six: Avoid free trials unless you’re aiming for lead generation. The problem with free trials is that you’ll attract all sorts of freebie seekers, and just like I don’t want anyone here that doesn’t want to make a successful business of themselves, I’m sure you don’t want people wasting your time either, taking up valuable resources and just picking something up because it’s free.
As I learned with my big experiment site back in the day, it’s far better to charge a small amount for a short trial, say one to three dollars for the first week simply to sort those people out that are coming to you just because they can, and those that are coming to you because they’re serious.
I’ve got a great example for you here too. Now a good friend of mine set up a site when we were in our early days on the scene. He had a pretty good product backed up by a multi level affiliate system, or a matrix of sorts. Anyway, he started promoting and all was going well, until word started spreading around some of his affiliates about some guaranteed signups site that sold signups to anything free, for a fee.
Now unfortunately I’m sure you can see what’s coming. Not only did the affiliates go for this one, which wasn’t much help to them, because of course most of these untargeted people were just freebie seekers signing up because they were getting something in return from the guaranteed signups sites, and only a tiny percentage were actually going for his hosting package or the pay plan he had in place. What he ended up with was a system clogged full of people that had no idea what they were subscribing to, weren’t making him or themselves or the people that referred them any money, and had no interest in doing so. A real resource disaster case, that one, because it rendered the pay plan almost useless. Make sure you do this one right and offer a trial for a small fee if your product permits. You could be looking at a similar costly situation otherwise.
Next post: Banning The Word Cheap. Until then see ya later…