I want to share with you a very valuable marketing lesson today -- The "Reason Why" strategy. This is part of the reason why 100 packages of my newly released product, "Publishing Business Secrets" DVD Course was sold out 2 months ago. Actually, we sold 73 copies in less than 18 hours from 722 visitors visiting the webpage. The product was sold at $397 per package at the pre-launch price. So, that's an average of US $40.14 per website visitor. Do you want to know why it converts so well? The "Reason Why" strategy was one of the main reasons. A "Reason Why" strategy basically communicates with your prospects the "reason" why they need to order it today without any delay. In a nutshell, you need to give a 'reason' why your prospect should buy from you today. It sounds very simple but the strategy is waaaaay more powerful than the simplicity of it. Why? Because the strategy taps into one of human's most powerful decision makers -- the emotion. Create urgency in your offer. The best 'reason' to use in this strategy is to create a limited offer. Limited offers can be: * Price will increase
* Get extra bonus products
* limited stock
* special payment plan
* etc But please don't use poor 'reasons' for this strategy. I've seen some marketers using the reason of running out of 'seats' when they're selling tele-seminars. This strategy is fine if you're sincerely wanting 50 people to attend your call only. But if you're trying to pack it with as many participants as possible, don't use this 'reason'. In my personal opinion, that's not a good "reason why" strategy. Would you believe that it's not possible to increase the lines for more participants if you have a lot prospects who want to get on your call? Maybe that's true. Who knows, maybe they really cannot extend more lines. If the tele-conference call company can't do that, you might consider using one that can because it's just pure, bad business sense to reject participants that wants to attend your tele-seminars! But if you're selling a real live seminar, it's ok to use the 'reason' of limited seats because your venue might be able to allocate a certain number of people only. And also, you want to make sure that the crowd's not too big so that you have it in control. Or the 'reason' that the product will be sold out when you're selling an ebook. Now, that's another weird 'reason'. An ebook is an ebook. You cannot 'sold out' because it's unlimited. It's electron. It can be 'sold out' if you said that you want to sell 100 copies only because you do not want to share the content with the world. That 'reason' is fine but MAKE SURE you keep your words or it'll backfire. I've seen marketers who sold limited copies of ebooks with great success. The 'Reason Why"? Never to sell it to the public again. When you're using the "reason why" strategy, it has to be valid. Logical. Make sense. In my recent promotion by using the "reason why" strategy, I've stressed that we have limited quantities. Obviously the 'reason' is valid because we have only produced 100 copies to 'test' the market and also, to get feedbacks. And it's the truth that after the 100 copies are sold, I've stop selling it because I don't have any more copies to sell. Remember, a customer's decision to buy is influenced by the emotion and justified by the logic mind. Have a good 'reason' why your prospect should buy from YOU -- And buy from you TODAY. Copyright 2006 Patric Chan |
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