Many people think that when you pitch to a potential customer, you should only give them two options. For example, “you can take this product as a monthly subscription or slightly cheaper annual subscription.” While that can work, my sales trainer said having a single option is a yes or no choice. Having two options is still a yes or no choice. Customer choice comes in when you give them three options. He also said that you should ensure that the middle one is the one you want them to take. In the example above, you might say, “you can take this product as a monthly subscription, a slightly cheaper annual subscription, or you can get lifetime access for $x.” Now the decision is more about what they can afford rather than whether they should buy at all. The exciting behaviour here is that most people will take the annual subscription, with some taking the lifetime option. Hardly anyone will take the monthly option. See how that works out exceptionally well for a membership site? Regards, P.S. Membership offers are easy to make and fulfil when you use one of these models as the base. Remember, this is on a B.F. sale when you use tenbux as the coupon to get your discount. |
Where the marketing is easy.
