What motivates people to buy in a down economy? Mostly, it is need. This is one of the strongest motivators, stronger than desire.
Some believe the opposite. But in a down economy, people can convince themselves that the luxury item they "want" or "desire" can wait. "Need," on the other hand, justifies itself.
So how do you capture the purchase among your competitors? By giving away something for FREE. That's right, I said it. Despite my insistence that you must sell on any principle before price, this is a little different. And, let's face it, people have less money right now.
So what are some examples of effective freebies?
- Free shipping. People LOVE free shipping, it's like an aphrodisiac, and it's often negligible anyway.
- Free bonus. Throw in a free, valuable report that your customer would really want to have. Or include a carrying case with your product. Or hand out a gift card to a local merchant with every purchase.
- Free time. That's right, time. How about a free month of your premium service, or an added service? Be creative. You might have a cross-sell opportunity.
And now the bonus question: Which is better? Half off or buy one, get one? You may believe they are the same, but I know the real story. The answer is FREE ... if you call.
