Wanna know how you can get your prospects to climb over each other to buy what you’re selling? Then step right up ’cause you’re good old Uncle Dave is going to show you how.
Yesterday, I told you about the power of bonuses and how they play an integral role in creating a buying frenzy. Today, is about the magic of having a great pricing strategy.
There is an old-time marketer master by the name of Dean F. DuVall. This dude sold tens of millions dollars worth of stuff in his lifetime and he wasn’t shy about charging premium prices for a few pieces of page stuck in a binder.
One of his courses, “The DuVall Penultimate Progressive Mail Order Program” had a list price of a whopping $10,000. For this you received 46 pages of information in a plastic combed binder. (I just went into my library to get the course to make sure I was being accurate.) Yes, I did buy it along with a ton of other stuff from the grand master but, I most certainly didn’t pay 10K for it.
You see good ole Dean settled on a pricing strategy that created a buying frenzy whenever he implemented it. Basically, he would have some of his “super-premium” info products priced outrageously high, then on occasion and for a limited time, he would dramatically drop the price. In the case of the aforementioned product, I believe he dropped it to $1,000. When he did, I couldn’t hightail it fast enough to my mailbox to place my order.
One of the keys to creating a stampede of buyers is to build up the value of what you’re selling in a believable manner. The key word is believable. You need to be able to justify the value you built up or your prospects will call B.S., you will lose credibility and sales.
Most salespeople simply give a value to each component in their offer and then add them up. This works but it’s kindergarten stuff. In my advanced trainings, I give you more sophisticated and elegant strategies that are much more powerful.
Don’t miss that that you’re special price is only available for a very limited time. Had Dean kept his program on sale for a long period of time, it’s no longer a special, it simply becomes the norm. You need to a tight deadline to spur people to action.
Oh, and in case you’re wondering, I made a heck of a lot more money than the $1,000 I paid for the information, even a lot more than if I had paid the 10K. But that’s another lesson for another day.
Let me tell you though, if you’re going to charge premium prices for your stuff, then it’s mission critical you make sure your target market can afford what you’re selling. If you’re sick and tired of selling to people who don’t have money and complain about price, then check this out now.
Kick butt, make mucho “DEEnero!”
Dave Dee
