Make Them an Offer They Can't Refuse!
Every netrepreneur knows that the most important aspect of
building a business is responsive leads. Whether you publish an
ezine or just send occasional sales letters via e-mail, if you
don't get a good response, you won't have a profitable business.
The old saying, "You can lead a horse to water, but you can't
make him drink" applies here. You can send offers to your
prospects, but you can't make them buy.
So how do you turn those prospects into buyers? How do you get
them to read, not just skim or delete, your ezine or sales
letter?
Make them offers they just can't refuse!
Offline businesses frequently have "Buy one, get one free"
specials. Or "Buy one, get one 1/2 off." Or "Today only" sales.
Online businesses need to use those same marketing principles.
While the rules on the internet are a bit different than offline
marketing, many of the same concepts can be applied with the
same results.
How many times have you seen an item on sale that was tempting,
but you wanted to think about it before handing over your money?
By all means, think about it, especially if it's a large
purchase. But if the special is only for "today" or "this
weekend", you'll have to decide a little faster, won't you?
Have you noticed that the checkout area at stores always has
candy bars, magazines and other inexpensive items on display?
Those candy bars sure look good, don't they? The headline on
that magazine makes you want to read the article, doesn't it?
Those items are put there on purpose so you'll buy something
else while you wait in line to pay for your other purchases.
It's called "impulse buying." Retailers have used it for years.
Another offline marketing tactic is "loss leaders." Retailers
advertise an item at or below cost to get customers into their
store. Once the customers are there, they'll normally buy more
than just the advertised special.
So the retailer takes a loss on one product to sell other
products that will bring profits. Pretty clever, huh?
These concepts can, and should, be used for online businesses.
Offer your customers a freebie or second item at half price with
their purchase of any product at regular price. Or 25% off
"Today Only" on one or more of your products.
Customers like to shop for bargains, but on the internet your
website, ezine or sales letter can get lost in the vast array of
reading material potential customers see everyday.
Make your offer stand out. Your customers will want that candy
bar if it comes with a second one for half price. They'll need
your newest product if they get one of your other products for
$10 off the regular price.
So dare to make them an offer they can't resist! Your customers
will get a great deal and you'll have more sales.