Added Value... The Key To Creating Irresistible Offers That Get
Action NOW
Added value is about giving more to your customers than they
could possibly get anywhere else.
Most people today are value conscious. It's not the price that
matters most -- it's the value they get as a result, that makes
your widget worthy of the price.
Give far more in use value to your customers... than you take
from them in cash value. When you offer more with every
purchase, the perceived value customers get from that purchase
increases. It's this added value that gives you a clear and
distinct advantage over every other business selling similar
products.
The idea here is to pump up the value of whatever it is you're
selling. Make it far more beneficial and worthwhile to the
customer to buy from you. You want to make the buying decision a
"no-brainer" in your favor because of the tremendous added value
you offer.
Added value is as simple as throwing in additional premiums with
each purchase. That might mean including a beautiful carrying
case with every laptop... a chef's apron to go along with that
new pasta maker... or a quality tool belt with every power
drill. Many such premiums are available in quantity from
specialized suppliers and at attractive prices.
An easy and low cost way to create added value is to supply free
printed reports, audiotapes, videos, or CD's. The key is to
provide timely and relevant information that the buyer will find
extremely helpful. Hopefully it's something he or she cannot
find anywhere else as well.
Often these "extras" can be reproduced at a very low cost but
the perceived value they add to a product can be worth one
hundred times or more their actual costs.
A large part of effective copywriting is having a strong offer.
The stronger your offer - the more appealing it is to
prospects... and the greater your chances of making the sale.
Many direct response experts concur that if you want to improve
your results -- improve your offer. A better offer means added
value. Buyers get more goods for their money.
To find excellent examples of value-added marketing, look no
further than your television screen. You can flip on your TV at
any time of day or night and see plenty of illustrations of
added value.
The Ginsu Knife has been successfully sold for years using this
single concept. You don't just get the one knife - you get
several - all for one low price. "Buy the world famous Ginsu
Deluxe and you also get this... and this.... and this... and if
you order within the next 8 minutes, you'll also get this
special bonus accessory - absolutely free of charge!" The
marketers of the Ginsu have sold millions of packages using this
value added approach.
Book and CD clubs also use the added value concept to capture
their share of this lucrative market. How do they win over
customers who are used to buying their books and CD's at the
local mall? By offering tremendous value up front. "5 Books For
$5" or "Choose Any 3 CD's FREE With Your First Order" are added
value offers presented solely for the purpose of drawing in
first time customers.
Virtually any business could create added value with simple
information products. Create added value, "inside information"
items that help your customers in some way. It could be how to
get more from their new equipment... how to properly maintain
that equipment so it lasts longer and operates trouble-free for
years... or, how to use your new widget 37 different ways around
the home or office.
Another option is to offer buyers related information they're
sure to be interested in. For example, a strawberry farm could
offer a great recipe or two for delicious strawberry shortcake,
pies, or tarts. It doesn't take much to create a perceptual
feeling of added value. This example is a simple, inexpensive
and appropriate added value bonus.
Providing added value creates a win-win situation where everyone
is pleased with the purchase. Your customers get more for their
hard-earned dollars and they're delighted to tell friends and
associates about their positive experience. Added value brings
in more referral business. You gain more loyal customers as word
spreads about the extra advantages that only your company
offers.
How can you increase the perceived value of your offer today? A
little creative effort here can make your sales proposition much
more irresistible... and an irresistible offer draws many more
eager customers.
A free newsletter targeted at anyone interested in selling more
of anything is available at www.makeyoursalessoar.com
Copyright 2001-2005 Robert D. Boduch