Maximizing Buying Momentum

say-yesThe Easy First Purchase Strategy (First Commitment)

We have been discussing how to get maximum value from your traffic generation efforts.

That means getting as many conversions as possible from your available visitor flow.

So, let’s talk about getting increasingly larger sales through developing small commitments first. The trick is to make the first purchase, or commitment from your prospect as simple, and as easy as possible.

It doesn’t have to be a major purchase, in fact it shouldn’t be. You aren’t trying to score the huge sale up front, you are trying to involve your sales prospect in your business at this point.

There’s plenty of time to expand their sales later. So, make that first sale as easy and as painless as possible.

One example of this might be to have a squeeze page, or small offer on your home page. It can be anything really. The key is that it is a simple process and can produce an immediate effect.

For those of us with fledgling blogs, we may just have a number of blog posts on the home page, in order to “sell” the idea that our blog is worth following. That is still selling my friends, even though money has not changed hands. An idea has been transferred and that is what salespeople do, transfer their ideas to others to make “buying” decisions.

Others prefer to sell something small up front to get a quick commitment from their visitors. Reports and media downloads make very good initial sales online because they are inexpensive, and you can also deliver them electronically for an immediate effect.

You may also have a optin box after the sale to capture their email, and allow you to market to them in your mailings.

In the retail, face-to-face world, you would simply offer another product to add to someone’s check-out. Or, in a store, you might see a lot of inexpensive impulse items on the check out itself.

“New home construction companies do this all the time, by calling them “upgrades”. You sign for a basic unit and then they start asking you if you want to upgrade the counter tops with marble, put in hardwood floors instead of carpet, and so on. Pretty soon, the price you committed to is increased with all the additional things you’ve consented to buy. Now, the prospects are feeling pressure to continue with their initial commitment even though it is for sometimes much more money.”

old-general-storeAt any rate, to implement this at the end of a small sale, all you simply have to do is ask, almost as an afterthought, “Oh! Do you want to include this x offer too?”

This can be very effective if you are doing this face-to-face, and just before departing suddenly realize you forgot to tell them about that extra offer that would go good with his sale.

That can’t be done online, so that is where an upsell request right after they have made the smaller commitment, works very well.

The key is to be sincerely helpful, and only recommend useful closely related items. Your chances are good that your already sold customer will consider your suggested item as long as it is related to his purchase.

You have nothing to lose and quite a lot to gain… And helping your customer during the buying process is just good customer service. Help them to use your product or service and you will develop a loyal customer.