Imagine walking to a brand new house that you want to buy. It looks awesome from the outside!
It's big! Very Big! You expect this house to cost at least $600,000.
You walk inside and it has marble floor... Leather seats... 8 Bedrooms, 4 bathrooms. 2 Kitchens! Even a voice activation mechanism that turns the lights on and off! WOW!
It even has Jarvis(if you watch the movie Ironman) which talks to you and asks you how's your day going.
Now your probably thinking this house costs more than $600,000. Because you are educated on the value of the house now...
When the realtor tells you that it’s only $200,000. YOU JUMP RIGHT IN A BUY IT!
Especially if there are 2 or 3 more people looking at the house.
Do you see what just happened?
Price is an illusion. You are educated about the value of the house before you know the cost, then you are discounted to the actual price.
You can’t believe it almost. Because the price appears to seem cheap, but before you went inside the house it would have probably appeared expensive.
If you want to attack a larger group of people on your table you are going to have to:
We have tested different price points in different locations including the ad. And we have found out that usually the lower the price, the lower potential quality of a customer. And the higher the price the higher the potential quality of a customer. And in some cases if the price is too high and they don’t buy they are just not educated about your services quite yet to believe the value of your service exceeds the cost.
And if the price is too low, they feel the service could be in itself low quality.
This is so important I am going to repeat myself.
Educate them about your service FIRST….
Then, give them an offer!
You may find that sweet spot or that happy medium, and you will start racking them in like hot cakes.
Here's a Scenario...
When someone goes to the landing page they see the benefits and features.
Then if they sign up, we know they took interest.
Once they land on the thank you page we should qualify them with a application form or questionnaire. It should ask them a series of questions that is relevant in helping you close them more easier on the phone call or consult.
Lets take a step back for a minute.
If we tell them on the landing page that our cost is $400. And then they sign up. Then they should land on the thank you page and we tell them to get this right now for only $200.
Their price head is factored (or programed) to see $400 but when they go to the next page and see a lower price they see an enticing offer. And now they jump right in on it to take advantage of this offer.
We may include things like 3 spots left, and may even put a countdown timer on it to get them to take action now!
When we did this, the results were AMAZING. We’re talking 60-90% conversion rates on the thank you page!
And most importantly it increased lead-to-customer conversion rates to!
Don't take my word for it TEST IT OUT YOURSELF!
Your turn… Have you ever tried this before?