Make Them an Offer They Can't Refuse!

Every netrepreneur knows that the most important aspect of
building a business is responsive leads. Whether you
publish an ezine or just send occasional sales letters via
e-mail, if you don't get a good response, you won't have a
profitable business.

The old saying, "You can lead a horse to water, but you
can't make him drink" applies here. You can send offers to
your prospects, but you can't make them buy.

So how do you turn those prospects into buyers? How do you
get them to read, not just skim or delete, your ezine or
sales letter?

Make them offers they just can't refuse!

Offline businesses frequently have "Buy one, get one free"
specials. Or "Buy one, get one 1/2 off." Or "Today only"
sales.

Online businesses need to use those same marketing
principles. While the rules on the internet are a bit
different than offline marketing, many of the same concepts
can be applied with the same results.

How many times have you seen an item on sale that was
tempting, but you wanted to think about it before handing
over your money? By all means, think about it, especially
if it's a large purchase. But if the special is only for
"today" or "this weekend", you'll have to decide a little
faster, won't you?

Have you noticed that the checkout area at stores always
has candy bars, magazines and other inexpensive items on
display? Those candy bars sure look good, don't they? The
headline on that magazine makes you want to read the
article, doesn't it?

Those items are put there on purpose so you'll buy
something else while you wait in line to pay for your other
purchases. It's called "impulse buying." Retailers have
used it for years.

Another offline marketing tactic is "loss leaders."
Retailers advertise an item at or below cost to get
customers into their store. Once the customers are there,
they'll normally buy more than just the advertised special.

So the retailer takes a loss on one product to sell other
products that will bring profits. Pretty clever, huh?

These concepts can, and should, be used for online
businesses. Offer your customers a freebie or second item
at half price with their purchase of any product at regular
price. Or 25% off "Today Only" on one or more of your
products.

Customers like to shop for bargains, but on the internet
your website, ezine or sales letter can get lost in the
vast array of reading material potential customers see
everyday.

Make your offer stand out. Your customers will want that
candy bar if it comes with a second one for half price.
They'll need your newest product if they get one of your
other products for $10 off the regular price.

So dare to make them an offer they can't resist! Your
customers will get a great deal and you'll have more sales.