I use this marketing strategy
I want to share with you a very valuable marketing
lesson today -- The "Reason Why" strategy.
This is part of the reason why 100 packages of my
newly released product, "Publishing Business
Secrets" DVD Course was sold out.
Actually, we sold 73 copies in less than
18 hours from 722 visitors visiting the webpage
at www.publishingbusinesssecrets.com
The product was sold at $397 per package
at the pre-launch price. So, that's an average
of US $40.14 per website visitor.
Do you want to know why it converts so well?
The "Reason Why" strategy was one of the main reasons.
A "Reason Why" strategy basically communicates
with your prospects the "reason" why they need
to order it today without any delay.
In a nutshell, you need to give a 'reason' why
your prospect should buy from you today.
It sounds very simple but the strategy is waaaaay
more powerful than the simplicity of it.
Why?
Because the strategy taps into one of human's most
powerful decision makers -- the emotion.
Create urgency in your offer.
The best 'reason' to use in this strategy is to
create a limited offer. Limited offers can be:
* Price will increase
* Get extra bonus products
* limited stock
* special payment plan
* etc
But please don't use poor 'reasons' for this strategy.
I've seen some marketers using the reason of running out
of 'seats' when they're selling tele-seminars. This strategy
is fine if you're sincerely wanting 50 people to attend
your call only. But if you're trying to pack it with
as many participants as possible, don't use this 'reason'.
In my personal opinion, that's not a good "reason why"
strategy. Would you believe that it's not possible
to increase the lines for more participants if you have
a lot prospects who want to get on your call?
Maybe that's true. Who knows, maybe they really
cannot extend more lines.
If the tele-conference call company can't do that, you
might consider using one that can because it's just
pure, bad business sense to reject participants that
wants to attend your tele-seminars!
But if you're selling a real live seminar, it's ok to
use the 'reason' of limited seats because your venue
might be able to allocate a certain number of people
only. And also, you want to make sure that the crowd's
not too big so that you have it in control.
Or the 'reason' that the product will be sold out
when you're selling an ebook. Now, that's another weird
'reason'. An ebook is an ebook. You cannot 'sold out'
because it's unlimited. It's electron.
It can be 'sold out' if you said that you want to
sell 100 copies only because you do not want to share
the content with the world. That 'reason' is fine but
MAKE SURE you keep your words or it'll backfire.
I've seen marketers who sold limited copies of
ebooks with great success. The 'Reason Why"?
Never to sell it to the public again.
When you're using the "reason why" strategy, it has to
be valid. Logical. Make sense.
In my recent promotion by using the "reason why"
strategy, I've stressed that we have limited quantities.
Obviously the 'reason' is valid because we have only
produced 100 copies to 'test' the market and also, to
get feedbacks. And it's the truth that after the 100 copies
are sold, I've stop selling it because I don't have any
more copies to sell. Don't believe me? You can't order it
anymore until we produce the second batch production.
http://www.publishingbusinesssecrets.com
Remember, a customer's decision to buy is influenced
by the emotion and justified by the logic mind.
Have a good 'reason' why your prospect should
buy from YOU -- And buy from you TODAY.
You "Chan" Do It!
-Patric Chan
Founder of the "Chan" Do Internet
Success System
http://www.youchandoit.com
You now have permission to reprint this article on your
web site or in your e-zine as long as it is not edited and you
will kindly leave the signature with the article.
------------------------
lesson today -- The "Reason Why" strategy.
This is part of the reason why 100 packages of my
newly released product, "Publishing Business
Secrets" DVD Course was sold out.
Actually, we sold 73 copies in less than
18 hours from 722 visitors visiting the webpage
at www.publishingbusinesssecrets.com
The product was sold at $397 per package
at the pre-launch price. So, that's an average
of US $40.14 per website visitor.
Do you want to know why it converts so well?
The "Reason Why" strategy was one of the main reasons.
A "Reason Why" strategy basically communicates
with your prospects the "reason" why they need
to order it today without any delay.
In a nutshell, you need to give a 'reason' why
your prospect should buy from you today.
It sounds very simple but the strategy is waaaaay
more powerful than the simplicity of it.
Why?
Because the strategy taps into one of human's most
powerful decision makers -- the emotion.
Create urgency in your offer.
The best 'reason' to use in this strategy is to
create a limited offer. Limited offers can be:
* Price will increase
* Get extra bonus products
* limited stock
* special payment plan
* etc
But please don't use poor 'reasons' for this strategy.
I've seen some marketers using the reason of running out
of 'seats' when they're selling tele-seminars. This strategy
is fine if you're sincerely wanting 50 people to attend
your call only. But if you're trying to pack it with
as many participants as possible, don't use this 'reason'.
In my personal opinion, that's not a good "reason why"
strategy. Would you believe that it's not possible
to increase the lines for more participants if you have
a lot prospects who want to get on your call?
Maybe that's true. Who knows, maybe they really
cannot extend more lines.
If the tele-conference call company can't do that, you
might consider using one that can because it's just
pure, bad business sense to reject participants that
wants to attend your tele-seminars!
But if you're selling a real live seminar, it's ok to
use the 'reason' of limited seats because your venue
might be able to allocate a certain number of people
only. And also, you want to make sure that the crowd's
not too big so that you have it in control.
Or the 'reason' that the product will be sold out
when you're selling an ebook. Now, that's another weird
'reason'. An ebook is an ebook. You cannot 'sold out'
because it's unlimited. It's electron.
It can be 'sold out' if you said that you want to
sell 100 copies only because you do not want to share
the content with the world. That 'reason' is fine but
MAKE SURE you keep your words or it'll backfire.
I've seen marketers who sold limited copies of
ebooks with great success. The 'Reason Why"?
Never to sell it to the public again.
When you're using the "reason why" strategy, it has to
be valid. Logical. Make sense.
In my recent promotion by using the "reason why"
strategy, I've stressed that we have limited quantities.
Obviously the 'reason' is valid because we have only
produced 100 copies to 'test' the market and also, to
get feedbacks. And it's the truth that after the 100 copies
are sold, I've stop selling it because I don't have any
more copies to sell. Don't believe me? You can't order it
anymore until we produce the second batch production.
http://www.publishingbusinesssecrets.com
Remember, a customer's decision to buy is influenced
by the emotion and justified by the logic mind.
Have a good 'reason' why your prospect should
buy from YOU -- And buy from you TODAY.
You "Chan" Do It!
-Patric Chan
Founder of the "Chan" Do Internet
Success System
http://www.youchandoit.com
You now have permission to reprint this article on your
web site or in your e-zine as long as it is not edited and you
will kindly leave the signature with the article.
------------------------
posted by Patric Chan at 8:08 AM
2 Comments:
Patrick,
Absolutely right on. And to carry it just a little further, "the reason why" MUST be in their best interest. It has to appeal to their selfishness. That is to say, the reason why cannot even hint at you making money. It has to be pure benefit for the buyer. Just a thought.
Hi Patric,
What you say couldn't be more true.
As a copywriter myself, I believe giving "Reason Why" is essential in any ad copy you use.
Not only to create credibility in regard to a discount, bonus, deadline, or any other scarcity strategy, but also to give them a "reason why" on WHY they should buy your product, and buy it from you.
There's a story about a experiment someone made to test how powerful was giving a "reason why".
A person went to make some copies, and while there was a large queue, he asked the clerk "can I use the Xerox machine because I'm on a rush?". This proved to work about 95% of the time.
However, when the same person asked "can I use a Xerox machine because I need to take some copies?", this worked almost the same, with about a 93% success rate.
This proves how powerful is using not only a "reason why", but the "because" word alone.
Cheers,
Abraham
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