How to Price Your Product so Your Prospect Says Yes (Yes!)

a pricing strategy to get to yes faster

It was the year 2003.

I was in Australia speaking at my first marketing conference.

Well, not quite. It was billed as a marketing conference, but it was really a pitch-fest. The speakers delivered their speeches, and then sold their products from the podium.

And there was one speaker who literally got people pushing and shoving each other to get his product.

So what caused all the pushing and shoving?

Read More…

Do Lower Prices Lead to More Sales?

Sean D'Souza, speaker at Authority Rainmaker 2015

Let’s say you’re choosing between three photography courses covering similar topics.

The prices are stacked like this:

  • $200
  • $250
  • $2,000

What’s going through your mind right now?

Curiosity floods your brain. Even if you’re not sure you can afford the $2,000 course, you want to know why it’s so expensive, compared to the other photography courses.

If we were truly happy with lower prices, we would simply snap up the $200 workshop, right? We wouldn’t so much as take a glance at the rest.

But that’s not how we’re built as human beings.

Read More…

3 Invisible Elements Your Sales Page Needs to Convert (One is Truly Unique)

black and white image of an invisible man with no face, only a hat and suit

Most people think music is about the notes.

But think about the silence between the notes for a second. Doesn’t the absence of sound complete the composition?

Without the silence, you only hear dozens of notes jostling madly into each other, causing a cacophony.

Copywriting is a bit like writing a concerto.

You may believe that copywriting is only about words. If so, you are forgetting about critical, invisible elements that affect whether or not you make a sale.

Read More…

Which Email Marketing Strategy Should You Choose: Full Meal or Just the Aroma?

image of a pig bowl with pork jelly inside

Let’s say you’re at Alfredo’s.

Alfredo’s is your favorite Italian restaurant and you’ve been yearning all week for this lasagna.

You sit down, chomp a mouthful, then another mouthful. The flavors explode in your mouth. Then Alfredo steps in and takes the plate away before you get the third bite in.

It’s enough to make you choke, right?

You were into the meal, but Alfredo says you have to get up from your table and continue your meal in the next room.

Email newsletters can make you boiling mad like that too, you know …

Read More…

How to Create Dramatic Content

Image of Walter and Jesse from Breaking Bad

Do you get a headache from putting together your to-do list?

I sure do, because no matter how much I whittle down my list, there’s always a ton of projects that need to be finished. And that’s when the headache comes on. And stays on until I complete one simple act …

I choose to start on one project.

And when I start that one project, the wall of things to do hasn’t gone away, but there’s a release of tension. And this is similar to the “tension and release” in article writing.

Read More…

How To Keep a Blog Post Outline From Going Off the Rails

Image of Steam Train

Good doggie, nice doggie.

Yes, dogs will often do exactly what you say.

A cat, on the other hand, has a mind (and will) of its own.

In the realm of content creation, the outlines you write for your articles often behave like cats. You try to rein them in, but they just meow, snarl, and end up going their own way. And, if you don’t take control, your outline will drive you crazy.

But you can make your article outline sit up and go “woof” on command — once you understand how to do it.

Read More…