How to Sell High Priced Products Online and Offline
In today's issue we'll look at how a master marketer promotes high ticket items using the Internet.
If you are currently selling ebooks and inexpensive software, this article is a wake up call for you to think about how you
could use what Yanik outlines below in your business to make your life a whole lot easier...
Read on for more...
If you've spent any time online you will have no doubt heard of Yanik Silver. He's one of the original Internet pioneers and has
been one of the people I've watched (and tried to model) for several years now.
In this article, Yanik discusses the merits of marketing higher priced products online. I've gotta admit, it is certainly easier
to make a good living online selling products that earn $75 to $495 per sale instead of ebooks where the figures are in the
$20 to $40 region.
With this in mind, read what Yanik has to say below and think about how you can apply this to your business.
Take it away Yanik...
How to Sell High Priced Products Online and Offline
By Yanik Silver
During my presentation at my recent Underground Online Marketing Seminar (www.UndergroundOnlineSeminar.com) -
I talked about my own "Underground" secrets. One of the things I covered was how to sell super high-end products.
Personally, I've sold everything from $17 ebooks to$14,500.00 "Apprentice Programs" and lots in-between. My
most recent high-end product is a $7,995/month program for cosmetic surgeons.
I really love high priced products and you'll see why in a moment...
First off, if you want to make $1M this year - then you'd have to sell 20000 copies of my 'doohickey' at $50. Or it
could be 2000 copies at $500. Or better still 200 copies at $5000.
It's a lot easier dealing with 200 customers than 20,000. Think of all the customer service and infrastructure, etc.
Plus, as a general rule - the buyers of a high-priced product or service are better buyers are easier to deal
with than someone who bought a $9.95 ebook and drives you crazy.
The other thing is these customers pay more attention and revere the information or product/service more. I've
attended $500 seminars and I've attended $10,000.00 seminars.
Which one do you think I was paying more attention to? So having higher priced products is actually
better for your customers because they are more committed.
Think about the last time you gave free advice to someone - what happens? That's right. Nothing. But if you had made
them pay you for consulting - they would have taken it to heart.
But there's still more on the economics side...
With a higher priced product that means you have more cash to advertise. If I'm going against someone selling a $19
ebook and I'm selling a $199 home study course in the same market - who can spend more?
No contest, right?
My competitor can only go up to $19 (unless they've got a back-end product) but I can actually spend up to $199. But
what else does that let me do? I can come into a marketplace and suck up a big part of the resellers because
I can give more commissions.
Hey, that's the name of the game for many affiliates. I can give them $100 to promote
my product instead of the measly $10 my competitor might give them.
And of course speaking of economics there's more profit in it for you. If you've got a high priced product there
should be a very high margin built in. If not, raise the price. I'm serious - most people are undercharging for what
My rule of thumb and one of my values I look at it every morning in my planners says "I am rich by
enriching others 10x - 100x what they pay me in return".
That's a big deal for me. If you pay me $1000 for a product - I want to make sure it delivers $10,000 in value for my
customers. I suggest you consider something similar. If your product isn't good enough for you to raise your price
on it - make it better!
Here are just some of the high-end products you could sell in the information marketing world (I've successfully sold
all of these and taught many of my students how to do the same):
Live events like workshops and seminars
"Big" boxes of manuals, CDs, DVDs, CD
High end facilitated group masterminds
"Done it for them" services
Reprint rights and licenses and many more...
And don't think high-priced products can only sell if you are selling
'how-to-make-money' related products. I have students and friends doing very well selling high priced
products to the fitness marketplace, the dating markets, small niche obsessive-compulsive markets, self-help, career
marketplaces and many more.
Now a lot of people think selling high priced products are a lot tougher than low-priced products. Not true. You
usually spend about the same effort trying to sell a high-priced product as a lower priced product.
Now when selling a high-priced product most people make the mistake of just trying to "1-step" it. That means sending
people off to a webpage or sending them a sales letter and then nothing more. Only a small percentage will buy this
I prefer lead generating where I get people to "raise their hands" and say "yeah I'm interested". This way I can
now afford to spend more to chase those prospects.
And it's not enough to just email them follow-ups. I prefer to have a whole arsenal at my fingertips if needed like direct
mail, voice broadcast, telephone calls, postcards, etc.
If over-delivering on value - hold your breath and add an extra zero to your price. You'll thank me for it! ;)
(c) Surefire Marketing,
Yanik Silver is recognized as the leading expert on creating automatic, money-making websites...and he still
doesn't know how to put up a website.
He is the author, co-author or creator of several best-selling online marketing books and tools, including this
updated course for selling high-end products online: Internet
So there you have it. A compelling argument for promoting higher priced products
instead of focusing on making lots of smaller sales of ebooks.
How can you use this yourself? Well Yanik is talking mainly about selling your
own high priced products here, but you can do the same thing as an affiliate if
you aren't at that stage yet.
Simply find a niche you know and love, build a list by giving away a free product that offers real
value to your readers, add value to other people's products by creating your own
bonuses or including add-on services or products that complement your merchant's
offer...and you're away.
You might want to start off with a low-priced ebook so that it's a low risk
purchase and your customers can see the value you offer . By doing this, they'll
come to know and trust you and be prepared to consider your higher priced
products when you offer them.
Over time you'll be able to sell them products and services at ever
increasing prices as long as you always offer much greater value than you ask in
return. Do this over a period of iime and before you know it you've built the perfect business for yourself.
So, how can YOU apply this in your niche? Answer that question and you are on your way to building a
business you'll be proud to call your own.
I hope this article has got you thinking and helps you make much more from your
Until next time,
Your Personal Solo Build It Coach
Web Solutions.com/Solo Build It