During this season of giving, I want to address the other side of the coin. I believe in generosity, as you know, but some of you are giving away too much.
Here's what I mean. Let's say you've just received an offer to speak. What's the first thing that you think? If you're like many people, you think, "Oh, I have to go out and create some new bonuses!" And then you start running around, creating new products: recording new CD's or writing a special report, booklet or even a whole book!
In short, you cost yourself a fair amount of money, create a lot of unnecessary stress, and, perhaps, worst of all, the creation of all of those bonuses completely pulls you off track from focusing on your sales.
Bonuses are very important and you should definitely include them with your offer. But rather than spending time and money creating new products, take a look at what you're already offering. Often there are real jewels hidden in your package that you could take out and offer as a bonus. Your bonus may already exist, but you've got it tucked away in the package, where people can't see how extraordinary it is.
And when you tuck away that amazing item, you may be hiding from your prospects the very thing that will make them say YES to your entire package - on the spot!
A great example of that was a client of mine who came to work with me before speaking on Dan Kennedy's stage.
Originally, this client was going to include a manual in his package on how to have your virtual assistant implement the system that he was selling. It was a valuable item, but it was hidden among 27 other bonus items that were included.
I looked at his package and I thought, "Hmm...as an entrepreneur I probably wouldn't buy this because I wouldn't have the time to implement it. BUT if you gave me this little manual, and all I had to do was give it to my assistant for her to implement, that makes me want to buy the package. That is gold!" So, we pulled out that manual and made it the Today Only Bonus.
On Dan's stage that day, my client made more than $200,000 in 70 minutes!
Other valuable bonus items you can include are:
- A private strategy session with you or someone on your team.
This serves two purposes. It helps you sell more up front and it helps you upsell on the back end because now you have built in a chance to talk with that client to identify their future needs.
- A ticket to a live event you're having.
If you hold an event that provides value while also offering opportunities to register for future programs you offer, why not include your new client in the event? After all, he or she has already displayed a willingness to invest in your work.
Ask yourself, "Is there something I'm including in the main dish of my offer that is really special and getting lost there?"
I recently worked with a photographer who was including re-touching photos in her packages. We asked the question above and the light bulb went off. Now she offers her three photo packages, and if they invest TODAY, they get the re-touching done free. After today, re-touching is $100 per photo.
Big results really can stem from seemingly simple but savvy actions. I see it happen every day when people implement the simple Invisible Close strategies that I teach.
So, take a look at what you're offering and see if a valuable bonus is hiding in plain sight. With a little bit of adjustment, what you're already giving may be more than enough
Sales-from-the-podium expert Lisa Sasevich has x-ray vision for seeing the sales opportunities that exist in every company, and the creativity to convert them into gold! If you're looking for simple, quick and easy ways to boost sales without spending a dime, get your FREE Sales Nuggets now at http://www.theinvisibleclose.com
