This offer basically entails giving your buyers the chance
to procure a high-value product at a discounted price. The offer isn’t a
regular one, it serves the purpose of upselling your buyers and getting them to
ascend up your Value Ladder.
It’s special and an opportunity for the buyers because they
won’t come across the offer again and they need to make the buying decision
almost immediately. The product being offered must be one of high-value for the
buyers to be convinced of its worth.
The OTO is a remarkably powerful sales tactic that can be
used to optimize revenue and profit generation in any business specialty. The
offer should be made immediately after the first purchase and the price ranges
between ninety-seven dollars to two thousand or more.
To make sure the buyers purchase the second offer, the OTO,
the offer has to be well-structured. You can make use of some key steps or
rules to guide you when building one, they include:
●
Diversify your offers: Make sure to change the product
being offered to the buyers this time around because it would be unwise to
proffer identical products that serve the same purpose. The buyers would have
already secured a solution to their problem through the first product, the
thing to do now would be to offer them another product that serves another
purpose. The idea is to upsell them, therefore trying to convince them to pay
more for a product that has the exact same use as the one they just purchased
would be inconceivable.
●
Don’t sell a random product: You must ensure that the product
being offered should be related to the one they are about to purchase, Related!
Not the exact same thing. Without a connection between both products, you could
lose the buyer’s interest in what you have to offer.
You can offer them the next product
the buyer can use to better reach his goals. This makes the buyers more
interested in you and what you have to say because you’re offering beneficial
products to them. You could also offer them a product that acts as an accessory
to the first product they are purchasing or something that further augments the
benefit or value of the first product.
You could also offer direct help
from you to the buyers, this is another way to upsell them because they would
be getting direct access to you and your knowledge.
The OTO script should be used well or else you risk losing
your buyer and the transaction. There are certain elements that you should take
note of while implementing an OTO. The
initial purchase should always be confirmed before making the OTO to the buyer
but the sales loop should be kept open in the language you use.
This makes the buyers curious about what else you have to
offer them. You should congratulate the buyers on making the purchase and let
them know why. You can also ask the buyers a question if they would like to
increase the effectiveness of the results and let them know the OTO is
exclusive and special, a one-time thing.
Letting the buyers know about a very
important benefit that the product serves them is also crucial. Adding a Call-To-Action
(CTA) is also important because this how the buyers would be able to purchase
the offer. Using this script will help you lead the buyers up your Value Ladder
much faster and secure maximum conversions.
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