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Never Discount To Get Sales—The Right Way To Trigger Sales

Jun 06, 2021
What's up, everyone? How good to see you. We are in session again for another whiteboard session. You'll want to stay because we're going to talk about the psychology of

sales

and why

discount

s work. Happy Black Friday to all of you, perhaps. It's Cyber ​​Monday for you. I'm just having fun with some words and we'll talk about why we are so compelled to buy things during

sales

periods and how these concepts work in service based industries so if you are a service design store these concepts will work for you you will stay This is why we are going to go directly into it.
never discount to get sales the right way to trigger sales
Today I'm joined by Stewart and Ricky Ricky editing Stewart on camera there let's get

right

into it okay so Cyber ​​Black Friday Cyber ​​Monday let's get into this boom now before some of you get too mad with me and say Chris, I thought you told us to

never

do

discount

s. Well, let's talk about why you should

never

discount, because what are we doing when we discount what we do? What we are doing is training our customers to expect a discount when we purchase and this forms a behavioral pattern in the minds of your audience and your customer and we can see this in retail especially.
never discount to get sales the right way to trigger sales

More Interesting Facts About,

never discount to get sales the right way to trigger sales...

I don't know if you've noticed. But in the last 10 years retail has gone through some really tough times. When I talk about retail, I'm talking about clothing stores, places where you go to buy things to buy things in a physical environment that are suffering, a lot of them are going. They went bankrupt because they haven't figured out how to compete with online sales, so what they start doing is doing what you normally do when you start panicking because sales are down, you start discounting, you have flash sales, you have sales. For every type of vacation you can imagine, like I said, this creates an expectation in your client's mind and forms a pattern of behavior.
never discount to get sales the right way to trigger sales
You're training them to wait for discounts, so when they pay full price they feel bad and don't do it. They don't buy, they just wait, okay, something else is happening, learning sales, is that when you build a relationship based on price, meaning you're willing to discount, what happens is when the price goes up, customers They find someone else, other types of patterns that This happens here, you start to solidify your brand in your customer's mind and they start to think of you as the place to go when they don't have enough money and, when they have enough money, They go and hire someone else who doesn't.
never discount to get sales the right way to trigger sales
I don't rule out who maintains our line, who maintains a certain level of authority and expertise in their eyes, this can sometimes affect internal design teams. We have seen this happen, you will notice it if you work internally. I know many of you. The guys who watch a channel work internally and you always wonder why when they have interesting and well-funded projects, why they send them away from home, why the internal team always stays with the most boring ones. working to the tightest deadlines, maintenance, routine work, while someone outside sets up the cool new creative, it's because within the organization structure this is not true for all organizations, but many consider the team internal as the team. that we have and that's why they look very longingly across the street, the city, the pond, whatever, to find the best breed specialists who do exactly what they want to do and that's why they do it, so that there are patterns of behavior that you I don't want to establish because once the train track has been established it is very difficult to get them off that track, so bricks, how many people are watching live

right

now with us today 257 257, so I want to give you the welcome everyone 257, are you drinking? a little time off from your busy shopping schedule during this super hectic Cyber ​​​​Monday where you can get a lot of things on discount, okay let's move on, the general idea is to never discount, but are there exceptions to the rule ?
Okay, yes. I think so because all rules are made to be broken, so let's talk about what the exceptions are before we explain why these things work and how you can use this in your own business, okay, and I know we're getting very meta today , very meta. because coincidentally it's Monday here for us and I have a, you know, make sure you know that we're also doing our own Cyber ​​Monday promotion because Black Friday turns into Cyber ​​Monday if you go to our website , the future dot com. guys you can use the code gratitude gratitude should spell it we're shy right here we're on it too you two will save 20% but this deal ends tonight at midnight PST so at 12am. tonight, Pacific Standard Time, which is like nine hours away, that's a 20% savings.
The next time we sail will be in July next year, so if you're thinking about buying something, your indecision may cost you if you wait until after midnight. Tonight, okay, let's get into the exceptions, what are the exceptions to the rule? When is it okay to discount? Well, I'll talk about that first: you can give a discount to your best and most loyal clients, the clients who have been working with you for years who give you the first chance at really interesting projects, who pay on time, who traditionally account for the lion's share. of the income you have and that they are your best customers, so you can reward them by offering them a small discount.
If they need it and I think they are the ones you should give it to and not first-time clients first-time clients those who have never worked with you before who ask for a discount from the beginning those are the ones we call clients those are the clients you we call from hell. I have no relationship with you and I want a discount immediately. Stay away from these clients. Okay, and then take care of these clients and don't mix the two. This sends the wrong signal. to the group, okay, your best most loyal customers, you can give them a discount if you think they deserve it and to make things a little easier for them, the next idea is we'll call this the Costco model, which is if they buy in bulk, So when you meet an amazing client and they ask you for a discount up front at the beginning of the relationship, you could say, "Well, I could probably give you a discount if you're willing to book multiple projects with us today, not in the future but today, because there are economies of scale so for example let me break this down okay let's say you have a project for a hundred thousand dollars and you tell us we would like to get a discount on this and then you can ask them well what kind of discount are you looking for and I, if someone is going to ask me for a discount, I'm going to ask them how much because in their mind they might be looking at 10,000 and I might be thinking about $50,000 and I want to know from them exactly what kind of discount they're looking for and sometimes it's a non-monetary discount, maybe they are looking for something else, like if you have a service business in hospitality, they may be looking for an extra night in the room or an upgrade or something like that, something that doesn't cost you money to give them those These are things they might ask for, but in this case, in this scenario, let's say they asked you for a 20% discount. 20% is fine, so the discount there.
It would take you to, I think, by my calculations, 80k and what you can do is go back to them and say: look, I can give you a discount on this project if you are willing to give me three projects upfront, so if I'm willing to book three projects right now for 240K. Well, I can save some money on my own by not having turnover on my team. I can concentrate resources and we need to do this at the same time if you are willing to do it. I can give you a discount for three projects, which is a great negotiation tactic you can use to give people a discount for an early purchase they make today.
That's okay, and if you have questions, feel free to comment below. Ricky is going to read. your comments and he greets and says everything is fine. The next thing is to test the viability of a concept, whether it works or not, let's pretend you're in the manufacturing business and you make something a difficult good or something and you want to see if the market really wants it and be careful because this will give us It's happened before when we post on social media like we have a new hat or a new shirt or something people like want to take my money, all that kind of stuff right and then when we go to do it, we realize that the people who make a lot of noise don't actually follow it, they don't actually buy anything, so we want to test the viability of a concept in the market to see if it works and a great place to do that is a platform called Kickstarter, you all are Familiar with Kickstarter, you might say, look, I have a product that I'm going to sell you at a discount below retail price when it goes into production, if you buy early with me, I can discount a little.
A little bit, same thing again, so a product, let's say you're me and you want to write a book, let's say the book costs 40 dollars, okay, you want to write a book and you're not really sure if anyone will buy it. you could tell them well if you buy during this period I'll sell it to you for $30 so you can save $10, you're saving $10, okay that's the idea and if you have enough people paying for it then you can go. in production and you can write or design the book as we have done and all apologies to everyone who supported us on the Kickstarter project.
The books are yet to arrive. I swear to God it's coming. It is yet to come. It will ship this week as Ricky. and Greg are sweating right now just thinking about it, okay, another thing you can do to offer a discount is a pre-launch. It's a very similar concept to testing the feasibility of some things and we do this quite often when we have a new course that I want to launch, there is a period of time where we say, since the course is not finished yet and we are still in the production phases, if you are willing to invest, take a little risk and you are risk bound.
I'll come right back and grab another marker if you're willing to take a little risk with us, meaning you're willing to wait like 30 days, 30 to maybe 60 days, something like that, you can save money and I'll do the dollar sign. right it says you can save a little money and sometimes people are willing to say yeah we trust you we know you're going to do a good job this is a great way for me to get an advanced copy of this and sometimes , add bonuses, that's another way you can incentivize people, if you buy during pre-launch you'll get all the time.
Another reason why they want to give a discount now is going to be a little more difficult to apply in principle, but I can give you an example when they want to use a good story, so when they give a discount without having a good story. You can only be seen because this must be worth less than that, but if you tie it to a really good story and this is how you can do it, you can say, for example, if you buy during this period of time, we will give you X percentage of the same for a worthwhile cause of your choice, that's a good story for us, one of the big promotions we had earlier this year was when we were close to reaching, I think, 400,000 subscribers, so all of our fans were watching like the accountant.
It was progressing and we were able to reach 400,000 subscribers and we had said it as a celebration with our entire community once we reached 400,000 during the period 500,000 sorry, correction 500,000 subs Thanks Ricky, fact checker, when we reach 500 thousand subs we will do a flash sale for 24 hours I'm going to give you a certain percentage discount on these types of products, so that's a story and these are not used when they should be a little unexpected. The problem with discounts and sales as in the retail model is that we can almost expect that on every holiday, every holiday or sailing, every holiday that occurs, there will be a sale movement, so all we have to do is What to do is wait and they will inevitably lower their price so that the consumer has all the purchasing power at that moment, okay? last but not least prepayment, we do this sometimes and I have talked to many of us.
I have tried to teach this concept to many people if you write on your invoices when you make your invoices your contract if you write we will give you a 2% discount net 15 which means you paid within 15 days of this invoice. You will now receive a 2% discount on the total bill. 2% doesn't seem like much and it isn't much. Get all the contexts right if you look at 2%, it's not a big discount, but as I learned when I was taking a project management course, the person who was teaching a class said that most publicly traded companies have in their statutes that they must pay invoices that offer a discount.
He didn't even specify how much of a 1% discount would seem like too little,that's why we went with 2%, so if you discount an invoice that 15, which means they have to pay you within 15 days, you give them 2%. I'm surprised how fast you can get paid now, some companies will ignore this and this is fine so 2% off so what are you doing here? I'll give you a little advice so you don't lose money. I hate leaving money in the The table is if you are going to build a project for $100 when you go to build the estimate for this build is 102 dollars so you have already earned the money so if you discount it it will go back technically they are not 100 dollars, but let's say it's $2.00 off, then they'll pay you the amount you wanted to be paid in the first place and if one day they don't make this purchase, you'll get the hundred and two now, this doesn't seem like much except when you add a few zeros to this, one hundred and two thousand is reduced to one hundred thousand, so you will give them two thousand dollars off, but you have earned an additional $2,000, so incorporate into your estimate the discount that you plan to give fifteen net and these days and dates can change if you want, it could be 5 net 3 net 14 any date net 15 seems like a reasonable amount of time two weeks essentially okay riki any questions so far we need to talk about again guys if you want to buy something before the end of today, Pacific Standard Time, it's midnight. a little after 3:00 to 3:30 so you have about eight and a half hours enter the code thank you you'll get 20% off almost everything we do okay let's get into the good stuff why you tuned in let's jump right in en Now it's okay for those of you who are sneaker lovers Ricky, don't tell them what it is for those of you who are sneaker lovers.
This is Nike's collaboration with a company. Let us know in the comments if you can recognize this pair of sneakers. Right off the bat, this was just a little Easter egg built into this video, so it says, those of you watching, who is the Nike+ contributor, thank you, okay, let's look at this, let's say this pair of shoes from Nike is 299 normal. They suggested MSRP and have done something crazy for mathematical reasons, let's say they are going to discount this 50% so they will say 50% off correctly and just to make my math work. I know people gave me a hard time with the math it's $149 okay $149 what's going on here and why are we so compelled to buy when we see stuff like this and it doesn't matter if you watch this video or not .
I'll add a little more detail on that. It doesn't matter if you watch this video, if you understand this concept or not, this is something that is bigger than you, which means that you cannot fight what is happening on a psychological level. That's why I said this is a psychology of sales and discounts and why. It works even if you know why it works, it's you, you can't be immune to the effects of what's happening and it explains why at one point, okay, it's $149, why we're so compelled to buy it, and why I'm stressing out. now, because it should be online, a couple of things I put in my shopping cart, why I need to close those deals before the end of the day today or I'll lose this deal forever, let's talk about you, look at these four icons.
I included these four icons to help you. remember then the first one is called anchor, okay, it's called anchor, okay, if you think about it, if you're on a boat and you're fishing or something, let's pretend to be a boat and this is you, if it's me. I'm wearing a big hat, okay, a really big hat, he's laughing, they're my ridiculously big hat to keep the sun out of my face, an anchor that keeps you in just one place to keep you from getting too far away, so I What's going on here is a 299. It's an anchor, you get obsessed with this 299, so you start comparing the 149 to the 299 and you start doing the math in your head, that's almost 150 dollars off, it's actually $150 off. discount, so you obsess over this number, but if he just presented this number to people and said you could buy this shoe for $149, this seems like a lot for a pair of shoes, especially if you're from a place that doesn't have a lot of mobility economical if you are not the middle to upper middle class type, a $300 or $150 pair of sneakers is a lot of money, so this anchor means that you are obsessed with this first information that it cost $299 and now it costs 149 dollars, so that when you talk to clients about money and projects whenever you talk about money you should use anchor bias okay you should use anchor bias in your favor if they say how much this logo should cost this is a very common conversation we have within our community how much is the local cost You could say that the last logo I made for a company like yours cost $25,000, but based on what you and I are talking about today, I don't think it has to be that expensive;
It could probably be done for less than 18,000. Look what I did. Did I incur a high level of 25k there? I gave them a moment to think about it, process it and let the anchor do its job, then I dropped the new number in and the new number, relatively speaking, is much more affordable than 25k. Let's look at the way The work is that we need to compare things that we don't know if something good, what I call the Goldilocks syndrome, which is that the porridge is too hot, it's too cold, then it's okay, so no.
We don't know if it's right until we've tried it. to other types of porridge and now we know that this is perfect for us, so this is the first thing that works in sales and why the discount works when you have a high number, the new number becomes much more affordable relatively speaking, well , that's pretty good, but that doesn't explain why we're all shopping like crazy right now. Why is it especially here in North America that is happening? The other thing is this. Okay, it's a clock here because we're going to use another concept called scarcity.
The time is. is going to sell out, it creates a sense of urgency, so now we have two things working for us: anchor bias and scarcity driving urgency, so we know that Cyber ​​Monday will end when Tuesday happens, built into your name, the agreement will be cancelled. otherwise you will lose something, you will totally lose this and losing something is driving something else, when you lose something play with your mind that. there is the loss aversion bias going on here. I know there are a lot of biased words where we are using loss aversion like we don't want to lose something we think we have trial offers that work like this so you will do it.
You will be allowed to try a subscription service, usually software companies allow you to have a 30 day, 15 day trial and then they start charging you. I downloaded an app that had all the features, but it was only full for 15 days and They started charging me, I think now two dollars a month, and I thought, "I know if I want this, but I'm not ready to cancel this for the young people, especially, you may know this form of psychology in what's happening here." has FOMO, you guys know what FOMO means, right? FOMO means fear, that's a clue of missing out this is what is happening unfortunately on social media, people post their stylish lifestyles driving their amazing cars hanging out with super beautiful stylish people and that creates FOMO in you like me.
I'm missing something, why am I not living that life for myself? This is another part of why this works well. Next up is Diamond. It also plays into scarcity in terms of availability, so it's about time scarcity. Limited time offer. flash sale today only for the next four hours that kind of thing

trigger

s what's happening oh ok I see ok ok ok so time scarcity and urgency next is scarcity in terms of quantity, okay and usually quantity is controlled by manufacturing, so when supply is less than demand price goes up, okay, so quantity if there are less of these things and more people who want them, then the price should go up, so if you really want to activate this, this is how we do it, okay, so let's say the new thing. the ad is going to be 299 today only today only save 50% off they never say spend 50% they just say save so it's like the whole sunglasses thing okay so save 50% right for $149 while supplies last while supplies last 149 while supplies last and you can even show a counter for Ricky to find out what shoe this is, but they did it.
Congratulations guys, if you've stuck with me on this video so far, this is Nike X, fear of God, some fear of God, that's the designer. who's doing this so congratulations everyone for finding out your sneakerheads give yourself a pat on the back you love sneakers okay a little ease okay here we go and if we say there's only a limited quantity , this is generally what they do. Notice this when you add something to your shopping cart, what do they say? Limited stock inventory. They say that to stoke their feelings of loss, it sometimes happens that they will even tell you that there are three left.
There are only three left. It may or may not be true, but. Even if it is or not, it doesn't really matter the fact that there are only three left

trigger

s this quantity shortage problem and now I feel like I really need to buy this, there is a lot we need to go through and why. Is this period so stressful for some people? We are spending money, we are getting what we want, we are saving money because it comes at the last moment, this knife, this knife, it is good because it forces us through urgency to make a decision. we have to decide we have to decide if we want to buy this before it all disappears whatever they decide and this is very difficult for a lot of people should I shouldn't do it I need this this is a really good price we will make it lower or higher so these are things that we are struggling with and for a lot of people these three things combined create something very powerful to push people to overcome the resistance of not buying or not signing on the dotted line that someone else is going to receive this from you and you felt that kind of pain in your heart so this abandoned cart thing really falls into the loss aversion bias you would even buy it but it was in your cart and when you go to see what happens like you know what's out of stock now then, what's happening?
You're like me, you start to regret it, you start to get angry, Chris, why didn't you decide sooner what you were waiting for so that emotion you're feeling would actually be real? What all this is taking advantage of is an excellent excellent book. I can't recommend it more. Is called. Here is the book. It's called influence. It's the psychology of persuasion written by Dr. Cal Dini Robert Cal Dini's persuasion is okay and I think there are six or seven big concepts here in the book influence that studies how human beings behave and why we do the crazy things that we do and how when you understand what the triggers are.
Can you use them for the force of good or the force of evil depending on how you do it? This influences the psychology of persuasion. Okay, I know what you're thinking. I think I know what you're thinking. Ricky. What are they thinking? I know you have the consumer sentiment right now, the audience sentiment, why am I telling you all this? Because I'm going to show you something, but first I want to remind everyone, today is Cyber ​​Monday, this is the last part of our four-day sale. and we've had a phenomenal month, we've broken our sales records, it's been a personal shout out to all of us, I came in on a very high note, so we're offering you 20% off if you use the code, gratitude, gratitude. when you go, you will go to future communication.
Hopefully, you'll find something you want. You can say 20% off using the word gratitude and hopefully I'm writing this correctly because you won't work through the checkout process if not. I didn't use the right code, your gratitude, we are grateful for you during this Thanksgiving gratitude and some of you said, well, why should I buy something? I won't get the videos for free? I assume that you will receive the videos for free and the only way we can give you the videos for free is because there are people like you who bought things and donated money to us so that we can keep this experiment called future with our mission of teaching a billion people. on planet Earth how to make money doing what you love this is part of what we are doing these print we were not free putting this together it is not free the three people that are here making this happen for you it is not free So we appreciate everyone , we are grateful for buying things from us.
Well, let's see how we apply. This cannot discount the work for you. Yes, it can. I'm going to show you how right now, hopefully, this is where the video appears. the retention peak increases. I want to introduce you to a concept that most people don't talk about. It's a concept that I've tried and used with great success over and over again, so now it's all set because I'm going to tell you about it. What is happening to them now is called reverse selling. I wanted to take the worst andturn it over. I may have decided not to because it is going to be too difficult to read.
This is the concept of reverse selling. Let's talk about it. Well, some of you. I know I take a typography course. I teach typography properly and fortunately there aren't many typography courses because I don't like competition, so there is a typography course and you can buy it now and all that kind of stuff. It costs $149 since we have no competition. there's very little supply, that is, us and if there's a demand for people learning how to design with typography, you're probably going to look around and this is going to be a $149 course, right, and I think it's really good.
I'm biased because I wrote. I produced it with Ricky and Jonah and everyone else. It cost me a lot more than $149 to help me put this together, produce this, and learn it. I went to the Art Center, I studied design. This class should be over, so I'm having a conversation with Ben Burns and I tell him Ben, this class is too cheap. I think people are wondering whether or not this class is valuable at this price, how could it be at this price, so I told Ben I want to change the price. What do you mean I want to raise the price?
He's doing well, how much do you want to raise him? I said okay, for now I want to double the price, so I want to change the price. Here we go with the red marker again. $2.99 ​​you, why would you charge $2.99? He just listen to me, make it happen. He charges $299 for the course. He goes. Good, I said. I want you to email everyone who is interested in taking this class to let them know that in a certain number of days the price will be. going up to $2.99 ​​and I told you I don't need to explain more, okay it will cost $2.99, if you need to tell them, I will update some modules, but the course is going up, it is our most popular course that teaches design, it costs $2.99 ​​and that's it You know what happened first.
The day the email was sent we received this at this price, over ten thousand dollars. I think there's maybe $16,000. I don't remember. I'll write 16 here. $16,000 in sales in 24 hours. Okay and I don't remember the details but let's say 30 days this course goes up to $2.99 ​​so this is the best price to buy now what's going on here well we have the anchor the anchor is working for us let's check it we have the anchor the anchor says that this course $149 is actually worth 299 dollars we have a sense of urgency we have urgency during the time in 30 days it is going to increase so in 30 days it better go up or we are lying to our customers there is no shortage in limited quantity terms this is a digital product That's the beautiful thing and you have to decide and you have 30 days from today to make this decision.
Are you going to lose the deal or not? But you remember that little Train icon. What I want to do is I want to train. our clients have the buyer's assurance that the products they buy when they buy them will almost always have the best price because, in any case, our products and courses go up in price, that is the behavior that I want them to take into account, okay, so what we do is we reward the early adopters, the innovators who come to buy something when it's not even fully baked, they are the people who buy the pre-release pre-sale stuff, they get it at the absolute best price now originally this class was $79 then I went to 99,149 and now it's at 299 it's fast so the issue wasn't the price we wanted them to let people know that we reward them for buying early and, Speaking of buying early, I just want you to know that this is your last chance. this year until July of next year in terms of our planned sales and just if you want to mark your calendar because you like the things that we do, there are only two times that we actually sell things or put things on sale: during Independence Day in July. 4 and during the Thanksgiving holiday and Black Friday, well those are the only two times so you'll be waiting quite a few months, so if you're wondering if I buy something like this today for 20% off, can I use that knowledge and do? the money back in time for the next promotion;
That's the only real question you have: how can you apply this reverse selling concept to a service design company? Any ideas on how to do it? Why don't you just go ahead and leave us? Know in the comments below and I'll get into that in a second. I'll take this opportunity to see if there are any really interesting questions that come up from the live stream. Ricky, are there any interesting questions? No no no no. just one question how many people are watching right now 495 okay hello 495 people are watching live with us today. I hope you've enjoyed the conversation so far.
I'll be doing more of these whiteboard sessions, so if you like this video, don't forget. like, comment and subscribe, let us know what you think, share it with your friends. I like teaching. I like helping people. If this is a winning combination, we will continue to do it. I have at least two or three more of these whiteboard sessions planned with Okay, how can we apply this in our business? You can call all your existing clients today and tell them that starting January 1, 2020, your service prices are going up, your hourly rate is going up, your project rate is going up and you could just tell them what that is and they could tell them in gratitude for their patronage and their loyalty, how many years of service you have been able to give them in terms of the relationship you have been able to build. you are willing to set this price if they can, if they are willing to book something with you within the next all the psychological emotional things that are going on that you yourself are a victim of or succumb to yourself, so tell them right now, send a mass email, call them, call some of your best clients and tell them that your price will increase from of 2020. next year and see if any of them pull the trigger, the really cool thing is that even if they don't pull the trigger, you've had the difficult conversation that prices go up so that the next time they call you you can say oh.
Yes, Mary, remember last year when we talked about this? My prices now are this and Mary, oh, hopefully, we'll say yes. I remember. Sorry, I couldn't book you at that time. I totally understand what you're doing. doing here is money for the new price and this is how you can easily increase the price. It's nice when you tie it to things that people associate with changes like January 1st New Year's Day, that's a great reason to change your prices. Well, that's how to use it. the reverse cell Chris and everyone, have you ever used this for the blind?
Do you have an example? No, because we don't have fixed prices, we always try to set the price to the customer, so there is never a standard price for anything. Said. I have some of these. However, other concepts come from here like this one here, this is what I'm pulling from right here. I have some of these things for you before, when clients have called us in the past and asked for a discount, I say if you're willing. to pay this upfront more often or not, about 50% say no, we're not ready to do that right now, they try to maneuver around that and every once in a while they say yes, we're ready.
I'll buy three from you right now, that's awesome, we offer a discount to our loyal customers and the discount usually sounds like this, they'll say Chris because they're usually honest with us, we don't have a lot of money for This project is something that's a pet project for the CMO or the CEO, we don't have much money for it and I usually tell them: look, tell me what you have, I don't care. I really appreciate the business and I will do it for whatever you have and sometimes I give it back to them, if you give it back to them, if they have a generous spirit, they are good hearted people and they are ethical, they will come back and probably offer you get more money than you were willing to to quote under the discount price.
Okay, we've proven constant viability. We've pre-launched, so we've done Kickstarter to make sure we've pre-launched our courses. There's a great course that launched recently with Greg Gunn color for designers, we've had a good story about why we're discounting something when we hit 500,000 subscribers and we've also included in our contract the prepayment clause so they pay faster. and it does, it doesn't always work, but it does work, so I think we've done all this without the question Ricky, yeah, great, thanks for asking whoever asked that, if it was you, thanks. Okay, let's get back to this. if you are in a productized business, if you can do anything that scales a digital product, download a t-shirt, a cap, whatever, you can do the reverse sale and say the price is going up, this happens a lot, you can see. this at Tesla, now Tesla, we owned a generation 1 Model S of a Tesla and they had offered us so many different things because they needed to establish a customer base with free charging for life.
There are a couple of things that they included and at first I thought. Yes, this is a trick, it's a total trick. They are going to offer this to everyone, but now as we can see, once the customer install base has been established, they no longer offer lifetime charging for your Tesla, which is free, now you have to pay. above a certain amount and that's what we're seeing there, so they were sending us emails and marketing things to tell us, like, buy this before this time period and still get a free charge for life, which They would do well, that's what was happening there.
So now that you know these concepts, keep an eye out for promotions that hate your inbox when you enter a site. What happens? What are they trying to do to make you feel like you have to buy? I think that's it for this video. I don't have anything else to say unless there's a question from Ricky, there was a good question, it was okay, get up man, okay and if I can I'll do my best to answer it and then when today, when should you start using ? the reversal if you are a beginner designer is something that you can apply directly or when is the best time to apply this, okay so the reverse sell on the sale is exactly the same, they are fundamentally exactly the same in terms of their structure, so maybe this was a clickbait title and it was talking to you about why upselling works, but reverse upselling is just as effective, so next time a customer calls you and asks for a discount, stop them there, try doing the opposite , sell it and I say, look, I don't discount, but I know my prices are going up.
The cost of making the products is much higher. I have a bigger team, they are more expensive. I have recruited new talent. I have expanded services. Things are going up. than an opportunity, this is all in the hope of trying to help you understand that price anchors scarcity in terms of time and the fear of missing out. Those are the concepts you can use. I'll give you another one that you can use. Well, here's a. free this is the bonus the bonus is this when clients call you and ask you whether or not they want to work with you you have a nice conversation, you tell them how much it's going to cost what kind of entails and then you're going to tell them please let me know in the next few days because I can only guarantee availability because I am receiving many requests and multiple holds on the business, so three projects are close to completion. quit if those projects drop before yours, I won't be able to take on this project, you can create that same scarcity mentality if you are a freelancer, a true freelancer, when you get booked and put on hold, one thing you can This is a advice that many freelancers use when a company calls you and tells you if you are available to work in the next two weeks.
You can say yes, but I'll have to put you on second hold. Someone else has already booked. that time by saying you created a sense of urgency in their mind that they could lose you, so they could say: we want to challenge everything, we want to hire you right now and we will guarantee you work for those two weeks, then they said let me contact you you had a conversation with you same because there was no one he put you on hold you called them back he said look I can get out of this you need to send me a check for 50% in advance the time is won for you Got it, that's how you do that, so that's shortage again , okay, creating urgency behind a transaction, that's it, Ricky, no, okay, fantastic guys, thank you so much for tuning in today, we talked about no, not that one, today we talked about this one right here. we talk about bra we talk about Black Friday and Cyber ​​Monday Cyber ​​Monday and the psychology of sales and why discounts work now I don't want you to discount I want you to be able to get the full value of what you are do it once that you understand how selling works, try to apply reverse selling, let me know after trying this, what worked, what doesn't work, what challenges you have in the comments below, don't forget to like the comment, subscribe, see you. guys next time

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