So, you have several great products and your headlines are practically selling the products themselves…
Now, how do you increase the amount of products customers buy?
You need the Contrast Principle.
Imagine a customer enters a clothing store and says they want to buy a three-piece suit and a sweater.
If you were the salesperson, which would you offer first to make them spend the most money?
Common sense might suggest starting with the sweater and working your way up.
After all, if they spend a lot of money on a suit, they may be reluctant to spend more to purchase a sweater.
However, due to the Contrast Principle, you should always start with the suit!
What is the Contrast Principle?
The Contrast Principle is a psychological effect where the perception of an item is influenced by the items presented before it.
In this case, when you show a customer a high-priced item first, subsequent items feel more affordable.
A customer might initially balk at the idea of paying $95 for a sweater…
However, because of the Contrast Principle, if they first buy a $995 suit, in their mind, the $95 sweater would suddenly seem cheap.
How to Apply the Contrast Principle in Your Online Business:
Offer Higher-Priced Products First - When a customer shows interest in a product, introduce them to a more expensive version first.
Using our coffee maker example, if you sell many different models, showcase the premium version towards the top of your page.
This makes the standard options seem cheaper by comparison, increasing the likelihood of purchase.
Advertise Your Product Amongst Higher Priced Items - Over the last few years, British car maker Rolls-Royce has almost completely shunned car shows and shifted its focus to aircraft and yacht shows.
They made this change because they realized that when you've been looking at $10,000,000+ boats and planes all day, a $500,000 car feels relatively cheap.
It has worked very well for them so far.
Create an Offer Stack - Instead of just offering your product for a set price, create a bundle/offer stack that has a value of around 10x of your actual offer price.
The offer stack will make your actual offer price look like a bargain when it is revealed.
Put the Contrast Principle to use today!
Ultimately, the Contrast Principle will make customers feel like they are getting a great deal, thereby increasing sales and customer satisfaction.
And, where can you find lots of products to sell?
Click here to discover what's in store with Zendrop!
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