Contributed By:
R. L. Adams
Source: Entrepreneur
15. Leverage the
principle of scarcity.
Scarcity
is a big driver of consumer behavior. Some examples of this are the toy and
game crazes that grip the world during the holidays. In the 80's, it was the
Cabbage Patch Kids. Parents went haywire driving to buy these for their kids.
In the 90's, it was the Beanie Babies. And so on. The point is that scarcity
was created, and that feeling that people would be left out got them motivated
to get out there and buy, buy, buy. How well you implement scarcity in your
offer will largely dictate your success. Words like "limited time
offer" or "expires tomorrow" and so on should be central in
scarcity marketing.
16. Implement a
solid guarantee.
One
major objection that people often have is price. But when you provide a
rock-solid guarantee, you essentially remove that objection. This is a big one.
People want to know that there's no risk in their purchase and that if the
product or service falls short for them, that they can return it with no
questions asked. That's crucial if you're serious about converting as many
people as possible to purchase what you're peddling.
17. Add value to the
exchange.
How
does your product or service add value? How best are you conveying that? Are
there more ways you can add even more value to the exchange? Are there bonuses
that you can throw in or something else that you can do that will help improve
the value of what you're selling? Find ways you can add an immense amount of
value and watch your conversion rates skyrocket. You can start a blog to achieve this or use some other
method.
18. Create urgency.
Sometimes,
you need consumers to act now. Scarcity won't always cut it, especially in the
digital world. You need to add urgency. One of my favorite tools for adding
urgency is with Jack Born's Deadline Funnel,
which presents a countdown timer that can automatically go to an expired offer
page when it's done. This is a great way to automate your urgency for
evergreen webinarsand
other types of funnels, and have it unique to each individual
who's entering into that funnel.
19. Add exclusivity
to your offer.
How
exclusive is your offer? Are there ways to make it even more exclusive? This is
a great way to improve sales but you have to ensure you're appealing to the
right crowd with the right exclusivity that fits them. Clearly, you need to
understand your demographic. Afterwards, you have to add exclusivity the right
way and not isolate other potential consumers.
20. Use a video
sales letter (VSL).
VSLs
are an evolution of the sales letter. That doesn't mean the sales letter is
gone. It just means that a VSL is now more convenient and often appears at the
top of a sales letter. But this is a great way to show the world who you are.
Be transparent. Talk to the consumer. Tell them about whatever it is that
you're selling. VSLs often lead to higher conversion rates when done the right
way.
21. Utilize UTM
tracking for ad spends.
Track
everything religiously. That includes your analytics but also by using UTM
tracking with a UTM builder. It's just a fancy way of adding
variables to a URL so that you know where the consumers are coming from. If, for
example, you're converting more users from one ad source, you could easily
increase your ad spend budget. But you need to know the ad source first. That's
where the UTM tracking comes in.
22. Re-target using
pixels.
Re-targeting
is massive. You should immediately add the Facebook Pixel and the Google
Adwords Pixel to your website to start building out your audience. The best
part? You can get very specific about targeting. For example, if someone visits
a page on your site about some topic and they fail to buy whatever product or
service you've associated with that, you can easily re-target them after they
leave. By increasing the frequency of your appearance, you'll be more likely to
clinch the sale.
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