If you're running a free webinar, I highly recommend that at the end of that webinar you give people the chance to find out more about you and purchase additional training from you.
This is what's called a "pitch" at the end of your webinar. When you pitch, you should stack up the offer by building up the total amount of value in this training package and then drop it down
to the acutal price. That way people can see the difference between the high value you provide versus the low price. Build up the value and then make several drops down to the real price.
For example, build the value up to $3000 dollars then drop to $2000 dollars, $1000 dollars, $500 dollars, and maybe all the way down to $200 dollars, which will be the price people pay today.
You can price shop in different ways. The standard drop, the number of payments drop, the price increase schedule, and the cross-off items drop. The normal price drop you
can apply is the one I just explained to you. Build up the value by explaining different components. Let's say, you have four different components in your training package
and each component is worth $500 dollars. You only need to justify the total value of each component, $500 dollars, total them up and now you have a total package value of
$2000 dollars.
You could do one simple drop down to $200 but if you drop it from $2000 to $1000, to $500, then $200. You keep your audience guessing because they keep thinking
"Ok, a $1000 is the final price. No, wait, $500 is the final price," until they figure out what they actually pay. This is perfect if you're offering a one-time payment for
some kind of training.
But what if you're offering a payment plan such as with a fixed-term membership site. Your audience might pay $20 dollars per month for 10 months. How do you price drop that?
What you do is drop down to the $200 dollar mark and then split up the payments. Tell people they don't have to pay $200 bucks at once. They don't pay two payments of $100 dollars.
They don't pay five payments of $40 dollars. Instead, it's ten payments of $20 dollars and $20 dollars tonight is all it takes to give them access to your training. It's the same
idea as the price drop where the price keeps going down. Only here the total price is the same but the amount they need to pay today to get their foot in the door keeps decreasing.
The price increase schedule is a clever alternative to discounts. Never discount your services or products. You don't want somebody to buy something from you for $200 dollars and
then next week you put it on sale for $100 dollars. You instead want to go the other way. Let's say you're launching your training course for $100 dollars, you tell people "tonight
it's $100 dollars but in 7 days it will jump to $200 dollars." In other words, if they take the offer now, they pay this price. But if they wait a week, they now have to pay double.
This gets people to hurry up, and it gets people who's on the fence to buy from you right now.
And finally, you cross off items on your list. Remember how I told you build up the four components of your offer. And their each worth $500 dollars for a total price of $2000 dollars.
You can cross out component number one and component number three, and make them free bonuses. That way the price is dropping but it's dropping in a more tangible way because you can
say these parts of the offer are now free.
And those are four ways to price drop from a high value to a low cost. The standard drop, number of payments, price increase schedule, and
crossing off items.
Perfect your own webinar pitch and make way more sales and get a better response then you had before with webinars. www.webinarcrusher.com
