One of the easiest ways to convert cold traffic into buyers is by using tripwire offers. Trip wires are irresistible low-ticket, low-friction entry offers that offer a tremendous amount of value at a huge discount.
Free plus shipping is a typical trip wire offer.
See, the first sale is always the most difficult. Once I’ve acquired a customer and added him or her to my buyers list, I can then upsell them more expensive items and make more money in the backend.
But with the tripwire offer it’s my goal to turn my cold traffic as fast and effectively into first time buyers so I can “break the ice”.
A tripwire is also used to build trust and rapport. It’s a “I deliver what I promise” statement. So your customer is more comfortable making a higher priced purchase.
Now if you set up your free plus shipping offers in a smart way, you will make lots of profit in the front-end. I’m not talking about breaking even, I’m talking about making a comfortable front-end profit.
So now you’re acquiring customers, building your buyers list and making profit all at the same time.
Could you do the same with a more expensive item? Of course, but you will leave more buyers on the table because you have to spend more to acquire a customer.
I’d rather pick all the low hanging fruits while I have the attention and the click, add them to my buyers list and then upsell my higher priced items in the back-end. That way I can ultimately build a bigger customer list with less friction and less resistance up front.
It’s a two step process: 1) You attract with tripwire offer, because it’s a lower friction offer. 2) And then you can sell higher priced to a more compliant buyer.
That’s why I love free plus shipping offers. 🙂
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