We’ve all heard over and over how important the offer is to making a sale. But to most people, an offer is nothing more than “Buy A at B price,” or “Buy A at C price, a XX% discount off the regular B price.”
There are many offers that are far more profitable than discounts, and unfortunately, they’re rarely used. Years ago, renowned copywriter Dean Rieck, then a columnist for DM News, devoted several columns to suggesting dozens of different types of offers. I’ve misplaced my copy of it, so I was delighted to find a similar list on his blog: 60 powerful offers proven to make sales.
The comprehensive list is divided into no less than 9 different categories:
• Raising response (i.e., free trials or free gifts)
• Lowering risk (i.e., extended guarantees)
• Reducing price (i.e., introductory prices or quantity discounts)
• Increasing urgency (i.e., last chance before prices go up)
• Improving terms (i.e., installment payments)
• Offering services (i.e., rush shipping)
• Offering bribes (i.e., gift with purchase)
• Increasing sales (i.e., a deluxe version of a product)
• Generating inquiries (i.e., samples or a free evaluation)
Naturally, not every suggestion will apply to every business. But check the list out, and it’s sure to inspire promising new tests you may never have thought of.
