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What Is A Value Build And How Do You Build It Into Your Web Site's Sale And Bonuses

by Mark Widawer.
"Landing Page Cash Machine",

People are often confused about how and why they should put a value build into their offers. Basically, the idea is that you want to build the value of the item before you ask for the sale. This is a basic sales tactic, and it's an important tactic to know if you're going to build business on the web.

So, let's say you sell sports team floor mats. A value build would be something like this: "This is the same kind of floor mat that is actually used in the stadium. The stadium, when they buy them, they're actually paying $100 each for them because it's made with this, that, and the other thing, and they have them specially done."

"We make them exactly the same way, but instead of paying $100, ours are just $31.99, and besides that it's really just $24.88."

Now what you've done there is you've put in somebody's head, "Wow, this is a $100 floor mat." You've built the value of the item before you're asking for the sale. Hopefully you get that, and once you do a value build, then what you do - and by the way, this applies to physical products, digital products, anything - once you've done the value build, then you say, "And here's how much it is."

Once you've said, "Here's how much it is," you can then say, "By the way, I'm going to add onto this, for you, this bonus, this bonus, and this bonus."

Now if you wanted to, you could say, "Not only do you get the floor mat..." - and let's say you didn't sell it for $24.88, it was $34.88 and you added in a couple of other items - you could add items that have a higher margin and add those bonuses.

It comes up to a higher total and then you discount from there again. Or, maybe it's something you can throw in, if possible.

In this floor mat example, we're talking about something physical, so for a bonus, maybe there's an information product you can sell or send along with the actual physical product.

I don't happen to know enough about floor mats to know all the bonuses that could be included, but the idea is that you can add bonuses afterwards and then restate the price.

By doing this simple value build, you will significantly increase the number of people who buy from your web site.

This article is by Mark Widawer. Mr. Widawer is the author of the widly acclaimed "Landing Page Cash Machine", which really shares some insight on not only converting visitors into buyers, but on what makes an Internet Marketing business work.

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