This is a continuation from a complete series. Please be sure to read the earlier sections if you haven’t already!
3) Create Value
A huge mistake I see is that people try to sell their product, but never create enough value to make people want to buy. I don’t know where it comes from, but I love the concept of "Underpromise and overdeliver." Create value for your customers. They should feel like they are getting a great deal, because that is what will make them buy. Offer superior products, customer service, or whatever it is you think you can offer. But go out of your way to create value and make people say wow.
As an example, just recently I was looking at a PLR product for sale from a very reputable writer. I looked at the description and it sounded like a solid product I can sell. Then the guy says on top of that, he’ll thrown in 2 more PLR E-books he’s written before. I thought well that was nice. But then he tells me he’s also including 4 ready-made squeeze pages to help capture leads. I really liked that. AND then also a rebrandable video where I can add my name and website. And a salespage. And a complete autoresponder series!
So what I started with was a basic PLR product, and what I ended up leaving with was a complete mini-business in a box. By the time I was finished reading, I couldn’t have opened my wallet faster. Why? It’s because he created value.
You don’t necessarily have to go this far, but find a way to create a real value to your customers, and they will be happy to spend their money with you. You see it all the time from every prominent website. You’ll join for their free membership which sounds fantastic. Then you’ll get a one time offer that completely blows your mind! Even if you can’t afford it, it sounds so good that you buy it anyway! Why? They created so much value for your money, you are almost forced to buy it because it would be dumb not to!
When was the last time you made your customers say wow?
July 25th, 2008 at 7:08 am
Great post Solomon… the thing I’m seeing more and more these days is the over use of value. If you pile on too many things you can make some people think that the products could be crap. Thankfully this is not always the case, but I’ve seen the “over deliver till they puke” concept start to slowly lose it’s value in the last couple years.
Just have to watch the quality of bonues, the right amount, and how they compliment the actual product that brought the customer there in the first place.
Anyway, I agree with you and beleive it’s an even bigger issues of not creating vaule then over creating it.
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