The competition for your prospect’s attention is at an all-time high. Simultaneously, the time they have to pay attention to your message is at an all-time low. Combined, these two things make selling harder than ever, which presents its own opportunity…
Make it so easy for your customer to say yes, they practically don’t even have to think about it. How? By making them an offer they cannot refuse. (Cue music from the Godfather.)
Imagine two side-by-side offers. Both are selling programs on how to become an effective public speaker. Both are quite excellent – the prospect would do well to buy either one.
One program sells for $997, or 3 payments of $340. The other program says, “We are so confident you will love this program, we will ship it to you for the mere cost of postage. You pay NOTHING beyond shipping for a full 30 days. If, for any reason, you decide not to keep it, simply send it back and we will not charge you. But we’re confident you will never want to part with it, because it’s that good.”
Which program would you choose – the one where you pay $997 or $340 upfront? Or the one where you pay $12 for shipping and get to try it out before you decide? It’s a no brainer offer.
And you can do this with digital delivery as well. Charge your customers $1 today and the full price or the first payment in 30 days. Let them know you will send them an email 3 days prior to charging their card. Give them two ways to stop payment before it happens. And watch the sales roll in. Yes, a few people will cancel, but most won’t (if your product is solid). And you’ll make far more sales than you would by asking for all the money up front.
Positioned correctly, this technique can convey more confidence in your product than almost anything else. You are essentially saying to your customer that you will prove to them beyond a shadow of doubt just how good your product is, or they don’t pay anything. Now who can refuse an offer like that?