Dec 05
2020
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Offer Options to Your CustomersPosted by Steve Marr in Untagged |
Customers like options. If we only offer one option, a prospect may walk away if it’s not something the customer wants. If we offer too many options, we may confuse the customer and create indecision and cause them not to buy. The same thing happens if you go to a restaurant with an eight-page menu. Sometimes you get so confused you don’t know what to do. In these circumstances I retreat to something familiar, which may or may not be the best choice.
One principle to follow is to offer your customers a good, better and best option, called a GBB for short. For example, offer one unit at a reasonable price, three units at a discount and perhaps six at a deeper discount. Sometimes you can use free shipping to enhance one of these options.