Dream Merchant • 2309 Torrance Blvd. #104, Torrance, CA 90501 (310) 328-1925 email: Jkm316@aol.com MAKE YOUR DIRECT MARKETING OFFERS IRRESISTIBLE! What Makes An Offer Too Good to Pass Up? Quite Often, It's the "Extras" That Make The Difference.
Have you ever ordered something by mail that you really were not that excited about, but the bonus offered to buy was so good that you just could not pass it up? Millions of people order products and services everyday simply because of the bonus offered. Great bonuses increase the perceived value of an offer, and result in a greater number of sales.
Think about your own offers. What can you offer as a bonus to your product or service that will entice people to act upon your offer? What will increase its value in the minds of the customer? One of the greatest things to offer as a bonus is something that costs very little, yet has a high perceived value. Information is a great bonus to almost any product. When described properly, information has great value. People will order your product just to receive the bonus.
A great example of this is the bonuses used by major magazines to solicit new subscribers. They offer free videos, books, clock radios, or other products that seem to have high value. They tell you that you can "keep the bonus" even if you're not happy with the subscription. This is great marketing! Does it work? You bet it does. Magazine publishers sell millions of subscriptions just because people want the bonus, not because they necessarily want the magazine. You see, if people wanted a subscription, they would have ordered one long ago. But the bonus made the offer so valuable and interesting that they were moved to action and ordered. This is the key. The bonus offer should be so good, that it makes it hard to say no.
Sure the bonus costs a little bit, but not nearly as much as its "perceived value." And, since the hardest thing to do is to secure NEW customers, it's well worth the extra expense. Once you have the customer, you can sell them again and again!
Think again about your own offers. Can you offer something--information, a product, cassette, or something else? The bonus should compliment your product or service and increase its value. If possible, guarantee that the customer can keep the bonus, even if they return your product. This gives the customer confidence in ordering. Really think about your offers. You want to make the offer so good that it's hard to say, "No."
This method of selling really works! It works because people feel they're getting something for nothing. They feel comfortable because they're not at risk. They want to know that they can get their money back, and even get a bonus, just for giving your product a try. Sure, some people will take advantage of your free offer and return your product. But, the percentage that do this is very small. Like I always say, you should NEVER sell anything that you would not be comfortable buying for yourself. So, if your product is good, you won't have to worry about too many people retuning it just to keep the bonus. So, go that extra step and offer something of value as a bonus!
Terry Thomas has owned his own businesses since 1987. He is the publisher of the innovative and provocative newsletter, Mail-Order Marketing News. This newsletter provides a continuing education in mail order, along with success tips, strategies and money-making opportunities. For a FREE sample issue and mail order catalog, send 3 loose First Class stamps, or $1 to
TJT Publications P.O. Box 55685 Valencia, CA 91385
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