roi300x
Registered Member
- Aug 13, 2013
- 98
- 219
Foreword
This information can be of great value for everyone offering any kind of high-price product or service. (Like SEO, Webdesign, ORM etc.pp.)
Using this technique you'll be able to charge higher fees while experiencing less resistance. Plus, you will be more likely to sell at all. And be able to avoid annoying price negotiations. IF however you're capable of fully understanding the techniques I'll share with you in a moment. These are very basic manipulation techniques which might seem simple, but are very powerful if applied right.
What it's all about
The techniques that make higher fees get accepted more often simply stated are:
Offering a set of options to choose from. (Asking " Will you take A, B or C?" instead of " Will you buy, yes or No.")
Plus, adding a red herring. (A ultra high priced package that makes your desired fee look small in comparison.)
These concepts are more powerful than you might think right now. Here's why:
Imagine a guy who is somewhat lazy & doesn't sees the daylight very often. He's hanging around with his girlfriend and she asks him: "Will we go to the movies tonight?" His choices are: Yes or no. What are the chances of his gf to make a sell? Not that good. Because this lazy guys thinking is: The lesser effort the better. Therefore his choice most often will be not doing anything at all. (Does this remind you of your prospects? I would be surprised if not.)
So.. in order to make a sell, we need to bypass this thinking.
Here's how to do it
Instead of asking "Want A, yes or no?" try to ask "Do you want A, B or C?". In our example she could ask him:
"Would you rather go to the movies tonight, check out that new club or have pizza at luigis?" This way she directs his focus from "Will we do A?" to "What will we do... A, B or C." Therefore, all her lazy bf will be thinking about is: "Will A, B or C be the smallest pain in the a**?" instead of "Hmm, should we do anything at all?" Does this make sense? I hope so.
If however she really really really wants to go to the movies, the secound idea kicks in. Adding a red herring. The idea of making the offer you want to get accepted seem like a bargain in comparison to what COULD be. By offering a pain-causing reference value.
In our example: "Would you rather join me cleaning up some random highways, talk to old people all day at the rest home or go to see the movies tonight?" If you're not some greenpeace guy that loves old peoples stories it's clear what your choice will be. Using this to lower price-resistance is just as simple:
Instead of asking: "Will you invest $1.000 into SEO per month?"... ask: "Will you invest $10.000, $2.000 or $1.000 in SEO per month?" This way your desired fee of $1.000 which seemed big at first suddenly looks small compared to what you COULD charge. (This technique is called the red herring. Adding a ultra highpriced package just to make your regular fee seem small. BUT BE CAREFUL. Never add stuff to that $10K package you're not willing to deliver. Because statisically... someone someday will take it. God bless him.)
Summary
Using this manipulation techniques you can charge higher fees while experiencing less resistance. And get a sell more often, because you are giving your prospect options instead of a y/n choice.
I recently created a offer sheet that allows to do both. Offering A, B or C instead of yes or no. Plus, adding a ultra high priced package that will make your desired fee look like a bargain compared to what you COULD charge. I'll share it with you today. Here's what it looks like:
I'll upload the .psd file, so you can edit it in terms of your own needs and requirements.
Here you go:
VT-Scan
Hope you enjoyed the lesson and got some value out of it.
PS: Please excuse the typos I might have made. English is not my native language.
This information can be of great value for everyone offering any kind of high-price product or service. (Like SEO, Webdesign, ORM etc.pp.)
Using this technique you'll be able to charge higher fees while experiencing less resistance. Plus, you will be more likely to sell at all. And be able to avoid annoying price negotiations. IF however you're capable of fully understanding the techniques I'll share with you in a moment. These are very basic manipulation techniques which might seem simple, but are very powerful if applied right.
What it's all about
The techniques that make higher fees get accepted more often simply stated are:
Offering a set of options to choose from. (Asking " Will you take A, B or C?" instead of " Will you buy, yes or No.")
Plus, adding a red herring. (A ultra high priced package that makes your desired fee look small in comparison.)
These concepts are more powerful than you might think right now. Here's why:
Imagine a guy who is somewhat lazy & doesn't sees the daylight very often. He's hanging around with his girlfriend and she asks him: "Will we go to the movies tonight?" His choices are: Yes or no. What are the chances of his gf to make a sell? Not that good. Because this lazy guys thinking is: The lesser effort the better. Therefore his choice most often will be not doing anything at all. (Does this remind you of your prospects? I would be surprised if not.)
So.. in order to make a sell, we need to bypass this thinking.
Here's how to do it
Instead of asking "Want A, yes or no?" try to ask "Do you want A, B or C?". In our example she could ask him:
"Would you rather go to the movies tonight, check out that new club or have pizza at luigis?" This way she directs his focus from "Will we do A?" to "What will we do... A, B or C." Therefore, all her lazy bf will be thinking about is: "Will A, B or C be the smallest pain in the a**?" instead of "Hmm, should we do anything at all?" Does this make sense? I hope so.
If however she really really really wants to go to the movies, the secound idea kicks in. Adding a red herring. The idea of making the offer you want to get accepted seem like a bargain in comparison to what COULD be. By offering a pain-causing reference value.
In our example: "Would you rather join me cleaning up some random highways, talk to old people all day at the rest home or go to see the movies tonight?" If you're not some greenpeace guy that loves old peoples stories it's clear what your choice will be. Using this to lower price-resistance is just as simple:
Instead of asking: "Will you invest $1.000 into SEO per month?"... ask: "Will you invest $10.000, $2.000 or $1.000 in SEO per month?" This way your desired fee of $1.000 which seemed big at first suddenly looks small compared to what you COULD charge. (This technique is called the red herring. Adding a ultra highpriced package just to make your regular fee seem small. BUT BE CAREFUL. Never add stuff to that $10K package you're not willing to deliver. Because statisically... someone someday will take it. God bless him.)
Summary
Using this manipulation techniques you can charge higher fees while experiencing less resistance. And get a sell more often, because you are giving your prospect options instead of a y/n choice.
I recently created a offer sheet that allows to do both. Offering A, B or C instead of yes or no. Plus, adding a ultra high priced package that will make your desired fee look like a bargain compared to what you COULD charge. I'll share it with you today. Here's what it looks like:
I'll upload the .psd file, so you can edit it in terms of your own needs and requirements.
Here you go:
Code:
mediafire. /?m8cj9yolpcamo83
(Fill in the gaps yourself. Can't post links yet.)VT-Scan
Code:
virustotal. /file/f0fd845bc57fb4b20be180954391b778e2d6ce6565d840809e3f565ca9c50f85/analysis/1377961726/Hope you enjoyed the lesson and got some value out of it.
PS: Please excuse the typos I might have made. English is not my native language.
Last edited:
- you WANT them to buy that one.