Boost Your Response

People don’t buy for three reasons …

1.      They don’t want what you have to sell

2.      They can’t afford it

3.      They don’t believe you

There’s not much you can do about the first two.

But to some extent, you can control the third reason.

In your sales message, be sure to include elements of credibility and social proof.  They go a long way towards increasing your believability.

And as the final blow to your prospect’s skepticism, make him an irresistible offer.  An offer so good, so sweet, that he’d have to be brain-dead not to accept it!

By far, the best technique is to offer a Free Trial.  Give the prospect a certain number of days to try your product, and if he doesn’t return it, charge his credit card after the trial period is over.

That’s how magazine subscriptions are sold …

“Try Newsweek for one month.  If you are not thrilled with your subscription, just write ‘cancel’ on the invoice we send you in 30 days.”

The Free Trial is just as powerful online.  Unfortunately, it’s not always feasible, but when it is, it can help make your offer irresistible.

The technique used most frequently online is called “bonus pile-on”.  That’s when you offer to give your prospect numerous free bonuses along with the product.

Your bonuses should be high quality.  So high in quality that they would sell on their own merits if sold separately.

And your bonuses should relate to the product in some way.

For example, let’s say that you’re offering an information product about fly fishing.  As one bonus, you might include a resource guide that lists the best fly fishing spots in the country.   A second bonus might be a discount coupon good on fly fishing equipment at an online store.  And so on.

The more bonuses you include, the better.