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,
About Robert Skrob
3 Comments on “You look better from farther away”
Hi Robert, thank you for this post.
I teach my language learning methods.
Recently on my blog I gave some short personal and fast feedback concerning language skills of my readers. This way I proved my expertise. Also I pointed and numbered the mistakes they had made.
I don’t know if it is an “over delivering” issue. My next step is to invite them to correct the mistakes I told them to work on. I did not tell them how… Next week I’ll invite them to buy. I hope I did all well. 🙂
Hello, Robert Skrob,
I believe you have experience in what you say. I read your book “The Official Get Rich Guide to Information Marketing” and I was moved to take action. I invested in Site Sell Professionals http://services.sitesell.com to build my site at http://www.rmcbranch.org. I’m still in the development process and I contacted Steven Lopez of Infusionsoft at http://www.infusionsoft.com that I will activate my account with CRM, etc. in 2 weeks. I’ve been trained by Dan Kennedy and Nick Usborne of AWAI to take action and I did. Now I’m looking forward to success and financiall freedom. But it took me 9 years to learn the hard way and your book shortened the process. I wish I purchased your book earlier.. But GOD works at the right time and I was led at the right time when I obtained education and now I’m very happy even though my website has not been built. But I’m learning to build brand and scarcity and I’m willing to learn more.. Just like what you said in your book, learning doesn’t stop. It takes hard work and research and time management. Thank you very much for being there to enlighten me amidst all the empty promises that other marketers have to offer. And I believe that you know how to make Irresistible Offers like what Lisa Sasevich said in her ebook, Boost Your Sales. Again, thank you very much. Sincerely with GOD’s love and zillionfold blessings, Daniel S. Saladaga PS. I value you as my friend even though we haven’t met yet.
Yes, it’s true. Good point. Keep the free stuff to a minimum. Announce something for sale in a follow-up email.