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Wait . . . There's More!

These folks really want you to buy a copy of their product. Just when you think you've got the offer all sized up, they sweeten the pot with one or more incentives. From free bonuses to double the quantity, just pay the extra shipping charge . . . it's all about making the perceived value of the offer grow right before your very eyes.

Hey Martha, we need to get an inflatable t-shirt while they're including a free belly button vacuum!

This "free bonus" tactic gets more people to buy. Some buy even if they don't really want or need the product all that much. They just don't want to miss out on the "incredible" deal.

You know what? Free bonuses work online too.

Internet marketers use this tactic almost religiously. From getting a person to buy a product by adding on bonuses, to getting people to subscribe to their mailing list by offering something for free for joining, it's as surefire a technique for increasing sales as there is.

Online it seems to be used mostly by marketers selling to those who are interested in learning about internet marketing. I've often thought it would work great in niches where the customer base isn't used to seeing bonus offers.

There's something else you might have noticed on those late night infomercials—an offer for another product at a reduced cost. Or when you get the product(s) you ordered, there will be another offer or three in the package for more incredible deals. In internet marketing parlance, this called an upsell or a one-time offer. Start to finish is called the sales funnel.

For upsells and one-time offers to work, it's best if the additional product being offered complements the product your customer has already decided to buy. At the same time, it should be clear the original product is everything you promised and the extra purchase isn't necessary to gain the benefits listed in your sales copy. You get these additional benefits though...

Think of it like a fast food restaurant asking if you'd like fries with that sandwich, or if you want to upgrade to a large for just a quarter more. Are you hungrier than you thought?

These offers can be placed on a page between the sales page where they click the buy button and the shopping cart page, or as I always did when I earned my living at this, right on the product download page.

Don't underestimate the power of this tactic; I've picked up a lot of extra sales by placing a complementary offer on the download page. One of my one-time offers converted at a little over 50% . . . that's a LOT of extra sales! Don't miss out.