This Is An Exercise In Words – ReubenRock.com

What’s more valuable to you - a bit of cash or a couple of minutes? You might be surprised at the number of people who choose time over money.

I was reading a few articles about setting price anchors in your sales copy, and I realized there was very little mention of time. Comparing the price of your ebook to the price of your coaching is one thing… but what about the time investment? If you save your client some time, they may not care what price you are asking. Here’s an example:

“You Can Waste 14 Months With A Business Coach – If You Can Find One - Or You Can Spend 90 Minutes With Us. Same Results, Faster Return On Investment.”

That’s not a real headline that I’m using anywhere. It was just a quick, off the top of my head kinda thing. But do you see the big message in it? It’s 14 months or 90 minutes. How much time do you want to spend learning business? Most people don’t see 14 months as a reasonable time investment. They are just too busy to set aside months for anything.

If you saw that headline, how much do you think the product itself would cost? Do you care? If your alternative is months of your life down the drain, you probably wouldn’t care if the product was $47 or $1,000. The only real decision is, “Do I want it now or later?”

That is a powerful technique to implement in your sales copy. Lots of marketers work to justify their price or obscure it on their landing page. Why not force your customer to forget about the price instead? Present them with an easy decision. People want things now. Money isn’t always the big roadblock – even in this economy. Time is often the bigger roadblock.

Don’t let it stop you from making a sale! Start thinking about “time anchors” when you write your copy.

Good luck,
Reuben D. Rock

Have you ever created a product, watched it sell, then watched as it slowly faded away?Over time, a product can lose relevance and sales can dwindle. This is especially true in techy niches, which is where I will be revamping an old product in the next few days. Never fear – your sales don’t have to disappear. You can continue to renew your domain and breathe new life into a product. I’ll talk about that for a few minutes here today.

Around 2 years ago, I created a very popular product in a tech niche. It sold like fire, I made some money, and I ignored it for a while. Affiliates were driving tons of traffic to the page, and they still are today. But the product itself has lost some glitter and glory. It’s a bit outdated. And I was considering ditching the site so I could clean up my portfolio of sites. Terrible idea! Instead, I’ve researched and found everything I need to update the product and give it a brand new face.

You can do the same thing, too. If you have an old dog, teach it a few new tricks, and watch your sales spike back up.

Google search your niche, see what has been happening in the past few months or years. Decide what your product is missing. What are searchers finding online that causes them to pass up your offer? Whatever information they are finding elsewhere, you should add it to your old product. This is a simple process, but you should dedicate some time and effort to it. Once the product has some new content, you can move on to…

Revamping your sales letter!!! This step gets missed by a lot of marketers. Just because your product is current and people will love it, your sales letter may be sending a stale message. Something as simple as updating the firmware version you list in a sales letter can make a big difference. Go through your sales copy with a keen eye toward the outdated details it may contain. Update your message so it fits with what people want today.

Finally, tell your affiliates what you did. This is vital. Your affiliates may not even be thinking about your product anymore. If you redo the sales copy and product, they need to know about it. It might cause them to renew interest in promoting your product. Just send your affiliates a quick email, explain that you updated your product and copy, and send them a review copy if necessary. This can really help your affiliates deliver better leads and convert better for you.

Doing this for your products every now and then can only help – rarely will it hurt your sales. Remember that times change, and your site might need to change, too!

Good luck,
Reuben D. Rock