If you’re reading this, chances are you’re a small business owner, marketer, or entrepreneur selling online products, services, or both.
And, dag-nabit! People just aren’t buying.
You know your offer is holy-hell valuable.
If prospects would just say YES!
If they’d just sign up now, click here, BUY … they’d get to experience your wallet-busting value, up-close-and-personal like.
Now, because you’re offering online products and services, and because I assume that you want people to buy what you’re selling in DROVES, chances are exceedingly high that you’ve also PURCHASED at least one online product or service … or, like me, many.
You felt that you could rise up to the aspirational scene the writer painted.
You felt FOR CERTAIN that this $297, $997, $5,000 expense … the one you had to open up a Paypal credit account for (just sayin’) … THIS purchase would be THE THING you needed to live better, earn more, or jumpstart your withering, stuttering, perhaps nearly-dead business.
So, as the buyer, you were FEELING things, right?
What do YOUR buyers feel?
Flip back over into seller mode now.
Does your sales copy ... or do your offers ... make people FEEL things?
I’m not talking about those icky copywriting-induced feelings, like the “OMG this is my last chance to get in at this price!” feeling.
I’m talking about a jaw-dropping feeling that’s so riveting, so powerful, it can literally turn NOs into YESes, and thus turn sales around.
That feeling is:
“OMG this is SO FREAKING VALUABLE! ”
Do your prospects say that about your offers?
OR — do they arrive at your price and feel:
“OMG that’s way too expensive
Notice how those are two polar-opposite responses to the very same offer.
One response, and the feeling that goes along with it, is super excited!
It's the feeling of ... yes, I want this amazing, tasty, tempting offer!
Now, we’ve all been told, and most of us know from experience, that the “money objection" isn’t ever about money.
If we want something, we FIND the money.
The last thing I found the money for was a $3,000 program promising a boatload of visibility.
I believed that the program would deliver, but I really didn’t have the money.
Like, I literally did not have three grand sitting in my operating account, waiting to be spent.
I have three kids away at college right now! Talk about a money hemorrhage….
Anyway, I wanted that $3,000 program. And I did what all over-extended people do in that situation:
I charged it.
If you don't know the Flintstones, watch this six-second video.
(Yes, it's six seconds.)
If you don’t know the Flintstones, watch this six-second video
As an aside, it's funny to me to realize that I grew up consuming messages like the one in the video, encouraging my toddler, elementary-school, and teen-aged self to CHARGE IT.
But that’s another blog post.
Let’s return to the promise of this post, which is this:
How to tweak your offers so people feel they MUST purchase your product, service, or program.
What's the tweak you need to make?
The tweak you need to make is to jam-pack your offer with so much value, and so many goodies and bonuses, that long before reaching the price, a prospect looking at your $997 program thinks, “Crap. This has got to be a $15,000 program.”
You’re building the value, building the value, creating it, communicating it.
You're setting the reader's expectation.
The reader is now expecting a price somewhere along the lines of $15,000, and they know, with a sad, sinking feeling inside, that there’s no way on Pluto they’ll ever be able to afford it.
Hi! I'm Renae Gregoire, a digital conversion expert improving the performance of digital marketing content, including websites, landing pages, sales pages, online courses, blogs, and email sequences. If you're a coach, consultant, or other expert having trouble getting people to click, sign up, subscribe, or buy, I can help. My work typically involves a blend of strategy, design guidance, and wordsmithing, with a heavy focus on how your materials look, sound, feel, and function—all from your reader's perspective. Contact me to see how I might be able to help improve your conversions.