Give Less to Increase Sales

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During a Jump Start Coaching Call coaching call, a relatively new info-marketer wanted to know why he wasn’t generating any sales from his website. He asked me to review his site for him.

While the opt-in page looked ordinary enough, he had five different training videos on his sales page. He wanted to prove he would over deliver, so he over delivered on the sales page. He gave his customers two hours of training for free before he asked them to buy anything.

Trouble is, the old saying is true: Absence does make the heart grow fonder.

Too much of something reduces its value. You must have water to survive. But too much water isn’t any better than too little. In fact, it can kill you!

Same in relationships. When you are dating someone new, you want to spend time together to form an emotional bond. You must balance that, however, by spending time apart so you don’t become too familiar. Your absence allows your new partner’s imagination to take over. Imagination fosters a stronger relationship.

As humans, we cherish what is scarce. In your website videos, printed sales letters and front-of-the-room presentations, you always want to demonstrate value. Make your audience say “Wow!”

Then, equally importantly, you must establish your scarcity. And then, invite them to make a purchase if they’d like more.

How do you balance demonstrating value with establishing scarcity and value? Scroll down to the bottom of the page to leave me a comment. I read every comment and reply when appropriate.

Best wishes,

Do you enjoy my blog posts? I invite you to join my Boston Marathon Team. Yes, that’s right, a recovering couch potato like me is running the Boston Marathon on April 18th. Will you join my team by making a contribution to a charity called Cops for Kids with Cancer. This is a charity created by police officers to make contributions to families with children undergoing cancer treatment. Can I count on you to join my Boston Marathon Team by making a contribution to Cops for Kids with Cancer? My wife, Kory and I will match your contribution up to $5,000. Click here and I appreciate anything you are able to contribute.

About Robert Skrob

The problem with subscription membership programs is that members quit, I fix that problem. For more than 20-years I have specialized in direct response marketing for member recruitment, retention and ascension in diverse subscription members environments including non-profit associations, for-profit publishers/coaching, subscriptions and SAAS companies. For an evaluation of your current churn rate and how I can improve it, contact me here. I discover there are often two or three quick wins you can implement within a week to lower churn immediately, let’s talk about your quick wins.
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