When you run a pitch webinar or online sales presentation, you are going to want to end with an offer. If you have that component figured out, I want you to add a “price drop” where you name out a high price and then drop to the actual price of your product or service.
The only problem with the “price drop” is if you start at some ridiculously high number, you are going to seem silly and seem like a liar. However, if you “stack” the offer first and build everything you have to offer up to a grand total of a very high dollar amount and then drop, you have a lot more credibility than if you simply price dropped.
Having the “offer stack” is a much better way of simply slashing the price, because that way you are not discounting your stuff. Instead you are giving a lot in exchange for a lot of money. You are not being Wal-Mart, you are being Tiffany’s.
Within reason, when I increase the price of my products, the conversion rate increases as well. It is also easier to make one or two sales at $100 dollars than to make ten sales at $10 dollars. You also can’t just throw out a number like $3 million dollars and drop it and drop it down until you get to $100 dollars, that’s just silly. You need to build up your offer, cut up different parts of your offer and value each component and then total it up.
For example, let’s say you were running a 4-week webinar class. Each week you would teach people something new about video creation. In the first week we could teach how to make a video sales letter, the second week how to make a video product, the third week how to market your video product, and in the fourth week how to launch their next offer.
What do you price that at? If you value each week at $200 dollars, you now have a total of $800 dollars and anything you drop from that seems like a huge discount. If you could justify $100 dollars for each lesson, for example if making a video sales letter gets someone an extra $100 dollars, that week is over $100 dollars. If making a video product gets people at least $100 dollars more of money, even across the next year. That week is worth $100 dollars.
Now you have an $800 dollar value, which you can drop down to 600, 500, 400, 300, and finally 200 seems like a bargain basement price. And that is the real secret of the “offer stack”. It makes prices that used to seem high like $100 dollars or $200 dollars, seems like a very low number in comparison to a high build of of $800 dollars.
Do you see what I am getting at? I hope so. Learn how to perfect your pitch webinars at: www.webinarcrusher.com
