Sell More Online By Offering a Big Fat BONUS!
Author: Alexandria K. Brown
I don't know about you, but I secretly love watching infomercials. I
enjoy dissecting how they sell, how they get people excited, how they
entice people to take action now and pick up the phone and order
something they completely don't need!
As you know, these programs always offer a huge bonus or multiple
bonuses for people who buy. Often the bonus is worth even more than the
featured product itself. You know what I mean... they're selling you a
little vegetable chopper, but they also throw in a blender, toaster,
and coffeemaker!
Why do they do this? Because it makes the offer completely
irresistible. The prospect thinks, "Jeez, I'd be crazy not to buy this
right now!"
The same strategy works extremely well online too. Using BONUSES is
also a great way to add more value to your program or package, enabling
you to raise your price point. And you don't have to spend any money
creating your bonus products if you don't want to.
Here are 7 ideas to get you started offering a bonus ASAP:
1. Special Report
Think of some information that relates to what you're offering that
would be very helpful for the customer. Exciting titles with numbers
are shown to work best, like "31 Easy and Fast Ways to Get More
Clients" or "5 Mistakes Most Families Make When Choosing a Puppy."
Write it in Microsoft Word, format it so it looks nice, and then use
Adobe Acrobat to save it as a PDF file for easy downloading. (Be sure
to promote your business and website in there too - remember it may get
passed around.)
2. Resource List
Compile a list of your personally recommended resources, websites,
books, and vendors that are related to your product or service. You can
set this up as a PDF file as well, or create a password-protected area
of your website that customers and clients can access. Example: One
bonus that comes with my Boost Business With Your Own Ezine system is
the "Ezine Queen Private Resource Library." It's simply a select
collection of links to websites and tools that can help my customers
grow their lists and run their online businesses.
3. Checklist
Are there any checklists that would be a good tie-in to what you offer?
That help people do what you're teaching them to do, better or easier?
Example: I have a program called "Insider Secrets to Making M0ney With
Teleseminars," and one of the bonuses is the checklist that I myself
use when I plan any teleseminar event! My customers love it because it
makes it super easy for them.
4. Collection of Articles
Hopefully you write articles or tips on a regular basis for your own
ezine or newsletter, and you may even have them posted at your website
as well. Why not package your favorites into a PDF document and title
it your "Top 10" or "Best of" collection?
5. Action Guide
Look at the principles, strategies, and tactics you teach in your
program, and put together a separate guide to help the user do
assignments, stay on track, and document her progress. (Some marketing
experts say calling it an "action guide" or "success journal" is better
than "workbook," because "work" can subconsciously deter people.)
6. Audio Class
Record a 60-minute audio introduction or orientation to your program.
If you already offer a free introductory teleclass or do live speeches,
you can simply record that. Offer it online as an MP3 download, or even
better, let people listen right from the website. (You can see exactly
how I set mine up here.)
7. Consultation With You
A consultation is a great bonus to offer, for several reasons. First,
it lets you get to know your customers better and hear the questions
they ask and issues they face. This will help you further improve your
products and services to offer what they want. Second, it's a great
opportunity to upsell these folks to a higher-priced program at the end
of the call. For example, if they enjoyed the advice you provided on
the call, they may be interested in your six-month coaching program.
Don't fear that everyone who buys your product will actually take
advantage of your free consultation - they won't. When I got started, I
offered a free 30-minute consultation to all purchasers of my Boost
Business ... system. I estimate that less than 20% of the people who
bought it actually scheduled a call with me.
Digital or Physical?
I'm a big fan of digital bonuses because they cost nothing to create
and there's no packaging or shipping involved. But of course you can
also go with physical bonuses, especially if you're already shipping
the main product to the customer anyway. My Boost Business... system is
a physical package that we ship, so we add in a 2-CD program that
teaches people how to get more sales from their ezine. It's simply a
recording of a great teleseminar I did about two years ago.
If you're offering printed material as a bonus, don't go crazy spending
a ton of money making it look great. "Good" is okay! A simple report
that you have printed and bound cheaply at a copy shop is fine.
Remember that people are paying you for the information you provide.
What's most important is the cover -- even if you only produce a
digital report or audio product, having a graphic of it will help
increase your response and make you look more professional. I use and
recommend Killer Covers.
Give Your Bottom Line a Bonus This Month
So get YOUR bonuses in gear! Make a note of how your sales have been so
far, and then add some bonuses and watch the numbers rise.
© 2005 Alexandria K. Brown
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