Saturday, 8 March 2008

How to Sell High Priced Products Online and Offline

How to Sell High Priced Products Online and Offline
By Yanik
During my presentation at my recent Underground OnlineMarketing Seminar ( -
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. Mymost recent high-end product is a $7,995/month program forcosmetic surgeons.
I really love high priced products and you'll see why in amoment...

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-pricedproduct or service are better buyers are easier to dealwith than someone who bought a $9.95 ebook and drives youcrazy.

The other thing is these customers pay more attention andrevere the information or product/service more. I'veattended $500 seminars and I've attended $10,000.00seminars. Which one do you think I was paying moreattention to? So having higher priced products is actuallybetter for your customers because they are more committed.Think about the last time you gave free advice to someone -what happen?

That's right. Nothing. But if you had madethem pay you for consulting - they would have taken it toheart.

But there's still more on the economics side...

With a higher priced product that means you have more moneyto advertise. If I'm going against someone selling a $19ebook and I'm selling a $199 home study course in the samemarket - who can spend more?
No contest, right?

My competitor can only go up to $19 (unless they've got aback-end product) but I can actually spend up to $199. Butwhat else does that let me do? I can come into amarketplace and suck up a big part of the resellers becauseI can give more commissions. Hey, that's the name of thegame for many affiliates. I can give them $100 to promotemy product instead of the measly $10 my competitor mightgive them.

And of course speaking of economics there's more money init for you. If you've got a high priced product thereshould be a very high margin built in. If not, raise theprice. I'm serious most people are undercharging for whatthey provide. My rule of thumb and one of my values I lookat it every morning in my planners says "I am rich byenriching 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 mycustomers. I suggest you consider something similar. Ifyour product isn't good enough for you to raise your priceon it - make it better!

Here are just some of the high-end products you could sellin the information marketing world (I've successfully soldall of these and taught many of my students how to do thesame):

* Live events like workshops and seminars

* "Big" boxes of manuals, CDs, DVDs, CDroms, etc

* High end facilitated group masterminds

* eClasses

* "Done it for them" services

* Coaching

* Reprint rights and licenses and many more...

And don't think high-priced products can only sell if youare selling 'how to make money' related products. I havestudents and friends doing very well selling high pricedproducts to the fitness marketplace, the dating markets,small niche obsessive-compulsive markets, self-help, careermarketplaces and many more.
Now a lot of people think selling high priced products area lot tougher than low-priced products. Not true. Youusually 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 themistake of just trying to "1-step" it. That means sendingpeople off to a webpage or sending them a sales letter andthen nothing more. Only a small percentage will buy thisway. I prefer lead generating where I get people to "raisetheir hands" and say "yeah I'm interested".

This way I cannow afford to spend more to chase those prospects. And it'snot enough to just email them follow-ups. I prefer to havea whole arsenal at my fingertips if needed like directmail, voice broadcast, telephone calls, postcards, etc.

If over-delivering on value - hold your breath and add anextra zero to your price. You'll thank me for it! ;)
(c) Surefire Marketing, Inc.
Yanik Silver is recognized as the leading expert on creating automatic, moneymaking websites...and he stilldoesn'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 thisupdated course for selling high-end products onine:

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