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.