…simply by raising your buyer’s Average Order Value
8:52am
East of the Mississippi
Yo! Jeffrey here.
Yesterday someone came to buy our adjustable-height basketball hoop, now that we have one mounted on our new garage.
The Spalding hoop has a 55″x32″ backboard and equally large base, with a 10’7″ pole.
And even though I warned the buyer he’d need a pickup truck…
…both in the FB Marketplace post and in our Messsenger convos…
Dude arrived with a minivan and some hope.
*|FNAME|* it’s hard enough to get someone to take the best course of action for their own benefit.
Which is why, when you finally have a prospect doing what you’re asking them to do ––again, for their own benefit–– that’s the time to get them to do more of it!
I’m talking about buying your offer.
And it’s top of mind for me today as I’m working on offer creation and copy.
See, once a person is buying, they’re in a “hot state” and they’re open to buying more, right then.
And if you can help them succeed, they’ll thank you for it via sales.
And you get future profits, sooner.
Here are 5 ways to drive this urgency.
These ideas work in eCom, they work in Retail, they work in Service Industries, they work in Restaurants.
They work whenever people are buying.
Raise your AOV with:
• Low-cost offers to build a list of buyers, not just freebee seekers
• Frequent offers via email to your entire list
• Fast-acting offers to make a customer’s desired future more immediate
• One-time discounts on additional offers that strengthen the main offer (up-sell, down-sell, cross-sell)
• Use “is ___ing” verbs in your copy (is revealing) instead of future-tense verbs (will reveal) make the solution feel more immediate
And the glue that holds it all together?
• Solid copy. No need to be shouty. No need for fake scarcity. But your offer can (and should) be urgent
• Unique positioning of your product
This is the role of a direct response copywriter.
Not just the words on the page, which are important.
But the system behind the sales.
Do you have this set up?
Love you,
Jeffrey
PS. Basketball guy is returning next week with a pickup truck and a friend.
While I had plenty of interest on my FM Marketplace post, he was the only one to offer a $100 deposit.
Future profits, sooner.