A sales filter would be something along the lines of ‘give away the razor, charge for the blades’. I found a great example of how to do this in an internet marketing context yesterday, and I’m going to walk you through it.
I had a look at Joel Comm’s Adsense Secrets (I won’t link to it, I’m not an affiliate. Go google it.) I followed a link to it from Yaro Starak’s blog, as he said that it was for sale for only $9.
Now considering this product has been selling for the last few years at $97, that’s quite a reduction!
Now scan the sales page. When we get near the bottom, we get the offer. You will see there are several bonuses that you get with this product. Take a careful look. The second one is 1 months free subscription to his new Top 1% newsletter. Bingo!
You see, once you have bought Adsense Secrets, and after the free first month, you are automatically charged $29 per month for this subscription. You have to contact Joel if you don’t want to take this out.
Sneaky? Or smart business? I’ll let you decide that one.
So how could you use this technique in your own sales process.
Let’s look at the points to cover:
- The Irresistible Offer
Make it quite clear how much the product should be worth, and what you are now selling it for. Make it so that it’s almost impossible to pass up. Make it a no-brainer. You could even give it away for free. - The Back Door Product
This will be a product with a higher value than your main offer product. In fact it’s probably the product you actually want to sell. Offer a the first month free, get them hooked, and then up-sell. If you go for the opt-out, you don’t even have to up-sell. But you might upset a few people.
Whether you go so far as to make that product opt-out, like Joel, or opt-in is up to you.
It will be interesting to see if there are any complaints from people who didn’t read the offer properly.
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