Turning Small Purchases Into Big Purchases
Everyone wants big ticket sales. But the fact remains, lower priced items are way easier to sell. That’s what most people call a dilemma. Use that information the right way and the result can easily be more big ticket sales for you while still getting the easy low hanging fruit.
It works like this…
First, you get a prospect to commit. That’s a key word here. You get somebody to commit, to pull out their credit card and say yes, and happily involve themselves in your offer. It might be something like a little $7 ebook on how to write better copy in 3 days or less. Boom, they buy.
And then you say, “Smart move but wait. I offer special group coaching for
$97 a month.” That’s the upsell. Logically a certain percentage of the people that you target are going to buy anyway. The x factor is they’ve already made a commitment, “I want to be a better copywriter” in this case, getting them to invest in more personalized education to get better at copywriting is not as difficult as it would be to sell the $97 product alone.
So when you make them already a complementary offer, and they’ve committed to purchasing, it’s that much easier for them to be consistent. They have to examine it again and say, “Wait a minute. Am I really committed to making myself better at copywriting? Why did I just buy this? Well yeah, I just bought this because I am really committed.”
So if you are really committed you’re thinking to yourself, “Hmm, I should probably buy this, too. This looks like it’ll help me more.” Great. So the upsell, the one-time offer – see, the one-time offer combines scarcity, which is another good trigger, so you’re combining multiple triggers here for persuasion.
But you are merely taking them from a small purchase to a larger purchase. And that’s why it’s much easier to sell a high-ticket item if you put a bunch of low-ticket items in front of it that logically lead to it.
So I get people to buy a $7 copywriting course, and then sell them on a $97 copywriting coaching program, and then after that you sell them on a $197 product creation program, and next we’re going to be selling a $397 copywriting program.
All just by getting them to make these commitments, and for showing them how to move up the ladder because they’ve made the commitment to keep moving forward. Keep them consistently progressing, because if they consistently move forward and continue their education, they’re going to get good results. This is how to use commitment and consistency positively, but still make a lot of money while still delivering a ton of value at the same time.