It’s understanding why people buy. People buy when the value you’re offering them outweighs, or is perceived to outweigh, the amount of money you’re asking them to spend.
Here’s a simple example:
What if I offered you a block of gold for $10?
Assume it’s real gold. And I’m not trying to trick you in anyway. Would you take that deal? You most probably would, right?
Because the gold’s value is far more than $10. Maybe 1,000 or even 10,000 x the value of your $10.
It would be an easy decision to make.
Here’s one more example:
3 Bananas for $1.
This is a little bit more difficult to judge, because it depends on the conditions of the situation. For a starving man with a $1 in his pocket, that’s an incredible deal.
For someone who has just finished a 5-star banquet, it’s less appealing, and might be overlooked no matter how compelling the offer is.
So, what can you learn from these two examples?
First of all - find a starving crowd.
Find people who are desperately interested in what you’re selling. If, for example, they want to start a business online, they should be interested in earning a lot more money, working from home, and freedom.
Don’t bother to market to people who don’t care about these things.
A buddhist monk who is detached from materialism is probably not a good candidate for an online-income product, for instance.
The monk is not starving for your product.
Secondly, STACK on value.
Offer ridiculous value. As much as you can!
Include bonuses, free consults, extra surprises... It will make it easier for your prospect to decide to buy. And they’ll feel happier with the decision they make.
Of course, there is a line you have to straddle between giving too much and sacrificing your time and profit-margins, AND making a bunch of sales from giving out heaps of value.
If you think creatively about this you’ll find it.