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Added Value... The Key To Creating Irresistible Offers That Get Action NOW - Articles Surfing

Added value is about giving more to your customers than they could possibly get anywhere else.

Most people today are value conscious. It's not the price that matters most -- it's the value they get as a result, that makes your widget worthy of the price.

Give far more in use value to your customers... than you take from them in cash value. When you offer more with every purchase, the perceived value customers get from that purchase increases. It's this added value that gives you a clear and distinct advantage over every other business selling similar products.

The idea here is to pump up the value of whatever it is you're selling. Make it far more beneficial and worthwhile to the customer to buy from you. You want to make the buying decision a 'no-brainer' in your favor because of the tremendous added value you offer.

Added value is as simple as throwing in additional premiums with each purchase. That might mean including a beautiful carrying case with every laptop... a chef's apron to go along with that new pasta maker... or a quality tool belt with every power drill. Many such premiums are available in quantity from specialized suppliers and at attractive prices.

An easy and low cost way to create added value is to supply free printed reports, audiotapes, videos, or CD's. The key is to provide timely and relevant information that the buyer will find extremely helpful. Hopefully it's something he or she cannot find anywhere else as well.

Often these "extras" can be reproduced at a very low cost but the perceived value they add to a product can be worth one hundred times or more their actual costs.

A large part of effective copywriting is having a strong offer. The stronger your offer ' the more appealing it is to prospects' and the greater your chances of making the sale. Many direct response experts concur that if you want to improve your results -- improve your offer. A better offer means added value. Buyers get more goods for their money.

To find excellent examples of value-added marketing, look no further than your television screen. You can flip on your TV at any time of day or night and see plenty of illustrations of added value.

The Ginsu Knife has been successfully sold for years using this single concept. You don't just get the one knife ' you get several ' all for one low price. 'Buy the world famous Ginsu Deluxe and you also get this... and this.... and this... and if you order within the next 8 minutes, you'll also get this special bonus accessory ' absolutely free of charge!' The marketers of the Ginsu have sold millions of packages using this value added approach.

Book and CD clubs also use the added value concept to capture their share of this lucrative market. How do they win over customers who are used to buying their books and CD's at the local mall? By offering tremendous value up front. "5 Books For $5" or "Choose Any 3 CD's FREE With Your First Order" are added value offers presented solely for the purpose of drawing in first time customers.

Virtually any business could create added value with simple information products. Create added value, 'inside information' items that help your customers in some way. It could be how to get more from their new equipment... how to properly maintain that equipment so it lasts longer and operates trouble-free for years... or, how to use your new widget 37 different ways around the home or office.

Another option is to offer buyers related information they're sure to be interested in. For example, a strawberry farm could offer a great recipe or two for delicious strawberry shortcake, pies, or tarts. It doesn't take much to create a perceptual feeling of added value. This example is a simple, inexpensive and appropriate added value bonus.

Providing added value creates a win-win situation where everyone is pleased with the purchase. Your customers get more for their hard-earned dollars and they're delighted to tell friends and associates about their positive experience. Added value brings in more referral business. You gain more loyal customers as word spreads about the extra advantages that only your company offers.

How can you increase the perceived value of your offer today? A little creative effort here can make your sales proposition much more irresistible... and an irresistible offer draws many more eager customers.

More Resources at www.makeyoursalessoar.com

Submitted by:

Robert Boduch

Robert Boduch is an author of dozens of best-selling books, reports and articles on the art and science of selling. A free newsletter targeted at anyone interested in selling more of anything is available at www.makeyoursalessoar.com




Copyright © 1995 - Photius Coutsoukis (All Rights Reserved).


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