Earlier in the week we talked about your clients favorite radio station, W.I.I.F.M., or “What’s in it for Me?”  Today we’ll talk about the third of the 7 tips for crafting a compelling offer.  To review, see my previous blog post here.

The question is often asked of me, “Travis, should I use a discount or a premium/Free Gift.”  A premium/Free Gift is something you give your client as a free gift for taking the action you want.  It can include placing an order, accepting a cross-sell or up-sell or even just opting into your marketing and your prospect giving you their contact information.

I say the only real way to know for sure is to test your offers and see which one wins.  However, if time is of the essence, I can make a pretty good argument for premiums over discounts.  My mentor, Dan Kennedy, has said many times that, “Premium/Free Gift can, and do drive sales, and that a changeof premium, with no other changes, can dramatically alter the results of a promotion.”  The primary reason of offering a premium is to give ’fence-sitters’ a push over into immediately buying action. 

Good premiums can be of practical value to your clients, for example, a free report on 3D Mail.  However, sometimes ‘vanity items’ or things that people just want to have can drive sales, and can often out-perform the practical item.

Don’t think people care about a free gift?  Are you clients just too sophisticated for such ploys?  Estee Lauder Cosmetics is generally credited with creating the “gift with purchase” strategy we now see often with cosmetic sales today.  Some of the richest, most sophisticated women in the world flock to such offers at malls and retail outlets daily.

Finally, multiple premiums often out-perform single premiums.  How you present them is also vitally important.  “Choose any 3 of these 5,” is just one way.  I personally love this because its moves the prospect from a “yes/no,” buying decision to, “Which do I want…” a subtle, yet very powerful sales technique.

Blog Reader’s Only Special

As you just read, the addition of a premium/Free Gift in your offer can be the different between a bad campaign, and a very successful one.  If you’re looking for high IMPACT, low COST Premium/Free Gifts, look no further than the 3DMail Results website.

We have many premiums (free gifts) in a wide variety of price ranges.  From inexpensive kitchen shears that cost $1.04 each, to high-end BBQ sets, binoculars and more.

We’ve recently added dozen’s of new premiums to our product line, and are adding more every week.  Don’t see something that sparks your interest?  Reply to this email and tell me what you want, and I’ll find it!  We can source 1,000’s of different premium items.

If you have a product or service with a large transaction size, or you know you have a very large long-term value in a new client, go with something a little nicer, and sometimes a little more expensive.  If you have a smaller transaction size, consider using one of the more inexpensive options.  Free gifts are always a good way to increase your response and your ROI.

Check out all our Premium/Free Gift here.