How to Sell Your ProductAre sales not coming in like you expected?

I’ve spoken to website owners who have had tens of thousands of visitors to their sites with very little or no response to their offers.

They try bringing in more traffic.  They spend more on advertising.  And it’s still not happening.

They get fed up and hire a copywriter from one the freelance sites…and after that expense their product still isn’t selling.

The more important element is the audience.  Is the audience right for what you’re offering them?

And number two is just how good is your offer.

The third most important component are the words you use on the site.

Get the audience and the offer wrong, and the best words won’t save you.

Make sure the audience is right first.  Then keep playing with your offer until it fits what the audience desires.

Here is a 21 tip cheat sheet to help you come up with ideas for your offers:

1. Big Unique Promise

What is the benefit of your product?  What is the end result?  And is the benefit you’re offering worth the price they have to pay (the value the offer produces in their life)?

And how is it different from all the widgets they could spend their money on?

2. Support

What can you add in to support them on the sale?  This could be free technical support to get software running by email, message board, or fun.

The key here is the customer knows they’re not going to be left alone with your widget and no help to fulfill the promise.

3. One-On-One Coaching

You could include a certificate for a free 30 minute coaching call, a website review, or even 30 days email coaching.

You’ll find only 5% to 10% will even use this bonus.

4. Group Coaching/Help

I’ve used this one multiple times for affiliate products especially.  All my buyers got to participate in a special webinar/teleconference series on the same subject.

You could even setup a mastermind group through a forum for a product you offer to help them reach the core benefit.

5. Promise Based Guarantee

Don’t just say money back guarantee.  That’s expected now.  Tie the guarantee to results your offer will produce.  You will lose 21 pounds or your money back.

Come up with a cool title for a guarantee.  Write your personal promise in beside it.  Do something to make it stand up and get noticed1

6. Double Your Money Back Guarantee

How about giving them MORE than their money back if it doesn’t work?  When you run an outrageous guarantee like this you have to put some type of condition on it (they have to actually prove they used the product), but it’s a powerful form of proof.

I’ve done double your money back guarantees before where the person needed to submit at least one of the assignments finished.  Even though they only need to do one step fully, this still dramatically cut refunds.   You could also do guarantee +$10 extra, triple guarantees, etc.

7.  Bonus Gift

I’m sure you’ve seen offers with bonus overload.  In fact, they’re the norm in information publishing.  Buy Sports Illustrated and get all these cool bonuses immediately.

Try to keep the bonuses pushing people toward the same end promise (or possibly a secondary promise).  You’ll also find that in almost every form of continuity, people buy based off the immediate gifts.  They stay in the program for the ongoing content.

8. Mystery Gift

You could have a “mystery gift” you don’t reveal that goes with the product.  You tell them the benefits it will produce or you give a few little hints to tease them about what it is, but you don’t share the exact information.

This is to build on their curiosity where they want what’s inside briefcase #17.  It could be worth more than the offer itself.

9. Templates

What tools and templates do you provide your customers?  This is especially for information products.  How do you shortcut the process by giving them to templates to follow?

For a business course this could be ads they modify and use.  With weight loss it could be a food diary they can edit.  It could be date plan for a romannce product.

10. Checklists

Similar to the above, collect all the necessary steps and turn them into a checklist.  You definitely want the pilot to do his/her preflight checklist before taking off.

And any product also has their checklist you can follow to get everything up and running.  What comes to mind first are when you buy a computer.  They always come with their quick start flyers with pictures showing you the steps to getting plugged in and running.

11. Mindmaps/Flowcharts

You can use Freemind or any of the paid mindmapping tools to give a visual representation of the steps.  In addition you could map everything out in a step-by-step flowchart for them to follow.

These image based training materials help people digest any type of information quicker and keep it in front of them.

12. Trial Offers

Here’s a biggie.  Are you doing a hard or soft offer?  For example do they pay everything upfront or is there some type of terms?  They can make 3 monthly payments of just $49.

Or perhaps it’s $4.95 for a 14 day trial before your $49.95 monthly fee.

Or it could be a completely soft offer where they send NO money now.  Join today and get your first two months totally free.  After that, pay only $19.95 per month.  Cancel at any time.

I’ve seen business opportunity type offers even work off a deal like this, “The offer is normally $2,000, but you only need to pay $500 down.  Pay the other $1,500 directly from profits as they come in.”

13. Daily System

People want results and they want them quickly.  Show that you have speed in mind by giving them a step-by-step daily system as a bonus.

“30 Days to…to Training your Hamster”

“14 Days to…Getting Started on Social Media”

“Monthly Plan…For Maintaining Your New Car”

14. Research Missing Benefits

If your offer isn’t working, do a little more digging.  What benefits do successful competitors offer that you’re not currently offering?  What other benefits are “required” to succeed in this market?

Go over to and to social media outlets to see what people are saying about other products in this market.  What do they wish was included?  How are they being let down by the current solutions?

15. Scarcity

Why should someone respond now instead of waiting till later?  Perhaps you’re offering them a limited bonus or a discount price just for this weekend.  Or it’s a one-time offer at this price after they’ve made another purchase.

Can you run short-term specials on your product to your list for maximum sales (I have several clients who rotate product specials and discounts all throughout the year)?

16. Bigger Discount

If your offer isn’t working at first, consider doing a bigger discount.  People are very conscious of how they spend their money today and they’re looking for a good deal.

In fact, the Internet empowers them to find the best deal.  They can leave on tab on your site while browsing the web for other recommendations and offers at the same time.

17. Raise Price

Or you could go the completely opposite direction and test raising the price.  This is especially true if you’re priced under your competition.  If everyone else charges twice as much as you do, maybe it’s because you have the lowest quality goods!

At least that’s how many people will think.  When testing prices, I’ve seen $67 actually produce more orders than $47 or $49.95 several times now.  And $10 and $19.95 have outproduced prices under $10 in others.

18. Reason Why

No matter how you’re priced or what the bonuses are, give people the REASON WHY you’re making this offer.   Are you the lowest priced because of low overhead or no paid advertising?

Do you cost a little more than the competition because of your quality or experience?  What’s the difference?  Is your special bonus limited because your joint venture partner only licensed you for 200 copies to include?

19. Prizes

This is one I personally forget regularly because contests annoy me (not to mention those goofballs who call on the phone saying it’s about a contest I entered when I know I never did).   But people love the opportunity to be entered in contest.   For example, you often see contests in the fitness side where people are competing to see who loses the most weight (biggest loser anyone).

I don’t think a day goes by where some restaurant or store doesn’t ask me to go online to give them feedback for a chance to be entered in a contest for some object I don’t need.

Check with your lawyer about any laws on running contests, especially if purchasing is involved.

20. Charity Connection 

Give 10% of all proceeds to charity.  Or even go all the way and give 100% of the net profits to charity.  I’ve seen several marketers use this effectively on their front-end item such as a book.  They give all profits of the book to a charity.

I’ve done teleconferences before where we gave 100% of profits to charity…including any additional sales directly from the teleconference.

It’s a way to give back while building credibility for your offer.

21. Done For You

Here’s another one of the biggies.  People don’t want a drill.  They want the hole it produces for them.  They want the end benefit you provide.

I’ve helped several information marketers dramatically increase their profits by adding some type of done for you service to the mix.  Don’t just sell diet products.  Partner with a company who cooks the meals for them and have them delivered.

The more “done for you” and automatic your offer is, the higher ticket and more enticing it becomes.  Everyone is too busy.  How can you tap into that problem in your market by getting things done for them?

Audience + Offer + Copy

All you can do as a small business is tap into demand that is already out there.

Find out what problems people are willing to pay to solve.  Offer them a better solution.

If you’d like my simple step-by-step system for attracting more new customers and clients, check out the Golden Glove Persuasion Map™.

This proven formula clarifies your message, creates high-converting websites, and transforms prospects into loyal buyers…without compromising your integrity or feeling salesy.

Terry Dean
Terry Dean

Terry Dean has been in full-time internet business since 1996 and has helped thousands of entrepreneurs get started online through his articles and products. He lives in Ocala, Florida with his wife and 2 dogs. Find out more about how his step-by-step courses can help you today.

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