A Surefire Tip that Always Increases Sales

THE SUCCESS MARGIN

Tuesday, August 31, 2004

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How much would it be worth to you to possess a marketing secret which is almost certain to double, triple, even quadruple your sales?

Plus, you can build even better rapport and a closer bond with all your customers. This secret can also result in significantly increased revenue and an increased profit margin in the long run.

The key is the creative use of fr^ee gifts.

I’ve never sold anything that didn’t sell better after offering well-chosen fr^ee bonuses and gifts.

Including valuable fr^ee bonuses and gifts within your offers can have a remarkable effect on increasing sales. No other strategy is as powerful in creating sales than building greater value for your products.

I’m sure you and everyone reading these words loves to get things fr^ee. I know I do. It’s a universal human quality.

The word fr^ee, in fact, is the most powerful word in any language. (However, in electronic marketing using the word fr^ee can have your offer kicked out by sp^am filters. Always avoid using fr^ee in all caps. Use upper and lower case. To avoid many of the filters, the word can be presented as it is in this article. Plus, see other tips later in this message.)

Fr^ee gifts can also be effectively used as surprise, unadvertised bonuses in your outgoing shipments.

Tip 1: While bonuses do not have to be expensive, to be effective they must be of good quality. Otherwise, if your fr^ee gifts are cheap looking, junky and don’t work, as are far too many sent by direct marketers, your efforts will have a negative result. You will turn off your customers forever.

Example of a good, low-cost quality product.

ore than 10 years ago with an order from a direct marketer, I received a simple but attractive rubber jar opener (with company logo on it). This piece of rubber is designed to easily open sealed jars. We use it often with gratitude to the sender.

There is also a powerful psychological reason to incorporate fr^ee gifts in your marketing strategy. Based on the law of reciprocity, if you shower customers with valuable gifts, people tend to feel more obliged to continue doing business with you.

Tip 2: An almost irresistible marketing strategy is to reverse the risk completely. How? Make the total actual value of the free gifts included in your offer exceed the value of the product you are selling.

Tip 3: The number of fr^ee gifts makes a difference. I’ve found the use of either 3 or 5 free gifts works best.

Tip 4: In all forms of marketing, delay is death. Make including the fr^ee gifts conditional upon making an immediate buying decision. For example, “If your order is received within 7 days (or by a given date), you will receive 5 early-bird bonuses.”

Tip 5: Do not use failed or unappealing bonuses.Use only highly desirable and appealing items as bonuses and gifts for which people would gladlypay their hard-earned money.

Tip 6: As with all products you market, differentiate each fr^ee gift with descriptive benefit-driven copy. For example, if you offer a calculator in a bonus, make sure you include a description of why it’s unique. This could be extra large keys. Or an easy-to-read screen.

** Examples of Successful Fr^ee Gifts **

— Book

— Special report

— CD or DVD

— Calculator

— Coin purse

— Travel alarm clock

— Travel lamp

— Personal alarm device

— Vitamin carrying case

— Mont Blanc pen set (for expensive products)

— Tee shirt

— Baseball cap

— $10-50 discount certificate for your product (with cutoff date)

— Wristwatch

— Mercedes convertible (for $5 million and up mansions)

— Bracelet

** Examples of Successful Unadvertised Fr^ee Gifts **(to be included in outbound shipments)

— Key ring

— Jar opener

— Flashlight

— Magnet with your logo, telephone number and email address

— Pen

— Pocket knife

— Pocket calendar

— Diary

— Flower seeds

In e-mail marketing, the word Fr^ee is unfortunately often associated with spammers. Therefore, why do ethical marketers continue to use free as a key part of their strategy? Simple. It works.

Caveat. While this is not to be construed as legal advice, a few suggestions regarding Federal Trade Commission (FTC) rules may be helpful, particularly to U.S. marketers.

Be careful when making fr^ee offers. You could be charged with misleading consumers.Free must truly mean fr^ee. You must not recoup the cost of a free product in any way.
Your advertised product cannot be of lower quality than the same type of product you normally sell. And the price cannot be increased to make up for the fr^ee product. A product should not be advertised with a fr^ee offer for more than six months in any 12-month period.Furthermore, 30 days should lapse between offers. And a fr^ee offer should not be promoted more than three times in a 12-month period.

If you are in doubt about your offer, check with a lawyer who is knowledgeable on FTC (or the governing body in your country) rules.

Use the fr^ee gifts to build your business to entirely new levels. Deliver more value than ever before. And I trust you’ll enjoy your increased success so well deserved.

Your correspondent,

Ted Nicholas

Nicholas Direct, Inc.P.O. Box 877Indian Rocks Beach, FL 33785www.tednicholas.com

P.S. Success seldom rests on the big things. It’s doing lots of small things well over and over. Success is in the margin.