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[Method] How to DOUBLE YOUR FEES while selling even more than before

Discussion in 'Offline Marketing' started by roi300x, Aug 31, 2013.

  1. roi300x

    roi300x Registered Member

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    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:

    offersheet.png
    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.
     
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    Last edited: Aug 31, 2013
  2. netmoney1

    netmoney1 Executive VIP

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    Options are always a good idea...I don't think any companies just have a single option though. A single option limits your potential buyers greatly...more options give a much better chance at one of them fitting the clients needs.

    Not sure I would agree on offering other more expensive options to get them to by the smaller packages though...the point is to get them to buy those. Don't you want to bring in as much revenue per sale as you can?? The point of having several packages to select from is to offer something that virtually everyone can afford/needs that you encounter/pitch.

    I understand what you are getting at though...but your statement about the client being a douche if they buy the most expensive package is off ;) - you WANT them to buy that one.
     
  3. roi300x

    roi300x Registered Member

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    Haha, yes you're right. I wrote it this way because I was thinking of a Dan Kennedy story while I wrote it:

    One of his clients raised his fees every year. At some point they became quite astronomical, in his case: $43.000 for what he was selling. (Which was 2X.XXX, 3X.XXX the years before.) He feared that this price might look too high. In order to make it look reasonable Dan suggested to add a red herring. A package priced $1XX.XXX. Filled with additional stuff that was of no big value at all.

    He was shocked when actually two of his clients bought it! What sucked for him because he added stuff in this package which he really wasn't willing to deliver. And stuff that made no sense at all, just to pump up that high priced red herring. Therefore he thought of this guys as douches. (Which he still loved of couse, lol. His best clients I guess.)

    If you really want to deliver what your high-ticket packet includes... the one who buys it is an angel! Hope that made clear what I was meaning :D

    Edit: In fact you're really right. Calling someone who pays you money a douche is off, no mather what, lol. Sorry for that.
     
    Last edited: Aug 31, 2013