When you run a pitch webinar or online sales presentation, you are going to want to end with an offer.\u00a0 If you have that component figured out, I want you to add a \u201cprice drop\u201d where you name out a high price and then drop to the actual price of your product or service.<\/p>\n
The only problem with the \u201cprice drop\u201d is if you start at some ridiculously high number, you are going to seem silly and seem like a liar.\u00a0 However, if you \u201cstack\u201d 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.<\/p>\n
Having the \u201coffer stack\u201d is a much better way of simply slashing the price, because that way you are not discounting your stuff.\u00a0 Instead you are giving a lot in exchange for a lot of money.\u00a0 You are not being Wal-Mart, you are being Tiffany\u2019s.
\nWithin reason, when I increase the price of my products, the conversion rate increases as well.\u00a0 It is also easier to make one or two sales at $100 dollars than to make ten sales at $10 dollars.\u00a0 You also can\u2019t just throw out a number like $3 million dollars and drop it and drop it down until you get to $100 dollars, that\u2019s just silly.\u00a0 You need to build up your offer, cut up different parts of your offer and value each component and then total it up.<\/p>\n
For example, let\u2019s say you were running a 4-week webinar class.\u00a0 Each week you would teach people something new about video creation.\u00a0 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.
\nWhat do you price that at?\u00a0 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.\u00a0 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.\u00a0 If making a video product gets people at least $100 dollars more of money, even across the next year.\u00a0 That week is worth $100 dollars.<\/p>\n
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.\u00a0 And that is the real secret of the \u201coffer stack\u201d.\u00a0 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.<\/p>\n