Do you give everything away? Do you give away too much? Do you overcharge for your products?
I heard a very wise tip the other day and thought I would pass it along which may help you when deciding what to charge for and what to give away:
Giveaway the WHY. Charge for the HOW.
That was an AHA moment for me. And it is soooo true. Let’s look at a scenario:
Example 1: You have an amazing new product filled with leveled writing prompts for the classroom. You write a blog post basically describing your new product and how excited you are to share with everyone. You encourage the reader to click on through to your product and grab a free sample download of the product before purchasing. You just KNOW it will be something so many teachers can benefit from using. The end of your blog post.
Why is this not a so good strategy? First – it is basically a sales pitch. Do you know when I go shopping for a new car? When the dealership is CLOSED. Why? Because I loathe car salesman. It’s nothing personal against them – they have a job to do. But I just prefer to look at the features and benefits on my own without someone checking in on me. Trust me, if I have a question, I will be sure to ask.
The above situation is pretty much just a car salesman’s pitch. No reader really got any value. And he or she usually won’t click through to see what this amazing product is, because the post sounded like an infomercial. Instead, you may have just lost that reader forever.
Example 2: You have an amazing new product filled with leveled writing prompts for the classroom. Here is how to market it: Write a blog post that explains WHY you should use leveled writing prompts to differentiate the levels of writers in the classroom. Show several images of the product. Really get to the heart of WHY leveled writing prompts are the best choice for your reader’s class. Then, throughout the post, sprinkle in mentions of the HOW easy it is implement leveled writing prompts by purchasing your product. Make sure the great looking images directly link to the sales page. And that somewhere near the end, you have a linked image of the product and a text link within the words to lead those interested to your item.
Why is this a good strategy? Will the reader still gain knowledge and be able to take something valuable away from post about incorporating leveled readers into their classroom? Yup. Even without “giving” he or she a physical download, the discussion lends itself to thinking about writing in a potential new way.
Then, when a reader feels he or she has learned something (which is “giving” something away for the record), that person is far more likely to click through to see what you have to offer.
It is all about giving the WHY – and then charging for the HOW. When you are making someone’s job easier or faster, you can charge for that thought in product form.
Don’t sell yourself short – but also – don’t sell your potential customer’s thoughts short either. If you can engage them in discussions about actual WHY topics, then the HOW product sale will automatically fall in line. The HOW should not be the focus of a blog post. The WHY should always be the focus, with the HOW briefly mentioned. It will guarantee that your blog post is shared, talked about, and continues to live on long after your initial new product promotions stop. THAT is what causes residual income, which is always my go-to income goal.
How do you focus on the WHY and the HOW in your business? We would love to hear more examples in the comments below as well!
Talk to you soon,