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5. Reward for fast responders and penalty for slow responders
As a teenager I'll attend summer youth camps that I'll have to register for a few months in advance. All forms came with a deadline after which you'll have to pay a higher price. I always tried to register early so that I'll get lower price. This sure defeated procrastination bug in me.
A slight variation to this is sales of tickets for an event that will carry a higher price if you chose to pay at door. This encourages ticket sales because those who bought ticket are assured of a lower price.
6. Games of chance.
You've may have seen this strategy in selling magazine subscriptions. You are pitched on subscribing for a chance to win a Caribbean vacation or a digital camera. The only way you can win will be to get an entrance by making purchase. It's a gimmick that works very well for Publisher's Clearing House. There are many other companies that use this method as a lead generation tool as well.
7. Make it easy to respond.
This may be least obvious strategy of all but it's often overlooked. Do you want your prospect to call? Then offer a phone number in big bold type. Should they fill out a form then make form simple to fill out. You can even pre-fill options to make this a multiple choice type survey sheet. Do you want them to click on a link and fill in their credit card information? Then tell them so. Even though it may be obvious to you this doesn't mean that it will be obvious to your prospects.
If you give your potential customers too many hoops to jump through then they'll more than likely abandon sale. There are many big company websites that take you through multiple steps just to give them your money. These are same companies that complain of abandoned shopping carts.
So provide easy and multiple ways of ordering-phone, fax, credit card, money order, online merchant and whatever is practical for you.
I've read many websites where copywriters seem to almost apologize for asking for order. There is zero incentive for me to order now. It's as if they are saying, "Now that you've read this, you can go away and think about it. Then come back and make your order." Don't bring me to top of decisional mountain and then allow me to slide right back down other side-a lost soul. … I mean a lost sale.
After getting me excited about your product or service then sell me (I mean let me buy) and encourage me to feel really good about it.
Make me feel lucky that I got in on that great deal.
The best deal since invention of slice bread!
Ray L. Edwards is a published author, copywriter and internet marketing consultant. He has made tens of thousands of dollars for his copywriting clients. Being an online market himself,he understands what it takes to sell online and welcomes your inquiry about his master copywriting service. http://www.webcopy-writing.com