How to add perceived value to your product

It can be very, very difficult to build your confidence and asks for what your products are worth in the market. Especially if you’re just starting out and you’ve convinced yourself that reputation is value. It can be a big influence on how product is positioned but if you have the courage to ask for what a product is worth, you won’t have a lot of trouble making sales as long as you follow the elements that I’m going to detail here today.



“Or what are you doing to make them think that way about you?”


Let’s talk about some ways to boost the perceived value of your products and quit a stronger position, whether you’re on WarriorForum, JV, or any other crowded marketplace for information products.


Your Sales Page is Golden

Your sales page is incredibly important, copy that’s clear, that’s well written, that showcases the real value of what you have to offer.


I had a friend ask me for critique of a sales page that he’d written that discusses niche research.


I clicked it expecting to be able to criticize his headlines, his sub-headlines, and his art only to find that the site was completely busted, had a bright blue background, broken tables, really thick old school table borders that you might have seen from a Geocities website back in 1998, really ugly safe here. Your design doesn’t need to be amazing, it just needs to be solid and professional, that means covering the basics, a clear and attractive headline, bullet points to break up your part to make it readable, sub-headers that work like miniature headlines and continually grab the attention of skimmers, and a page that is reasonably free of grammatical errors.


I say reasonably because even though there are plenty of grammar hounds that will utterly convince themselves, they can judge you, your intelligence and the importance of your product by how many spelling errors they can find on the sales page, the facts are that your spelling isn’t as important as the strength of your offer.


Now, what does that mean? That means that your sales copy should convince the reader that your product is different from the other products that they have come around that are similar. It should explain what they’re situation is and take them on a journey from being alone and frustrated and not having a solution to really having that solution and feeling the emotional lift is going to come when their problem is gone. If you don’t know, it makes you different from the norm chances are you didn’t put a lot of thought into designing your product.


The Importance of Customer Care



Jake was promptly booted off the next day for not replacing bagels in the pantry


You should work to eliminate customer risk. This doesn’t just mean a fancy guarantee that lasts for 60 days or 30 days whatever how long it is. This means providing contact information so that customers can talk to you or talks to a support desk if they run into questions. It also means really clearly outlining what’s inside the package. For every customer that asks about how long a video is or how many videos are in a series, or how long a book is, there are a dozen customers who have wanted that and decide it is not even worth asking and completely walk away from potentially giving you a sale.


The idea here is that you want your sales page to be a form of support. You want your sales page to be a form of support all by itself. That means making what you have to offer very clear. You can also make your offer in different formats. For example, if you’ve written a book, isn’t that much harder to record a video, like mp3s, create a mind map, make interactive checklist, all that seems like fluff book, it’s a way to widen the possible net of your sales because it gives the customer the chance to experience your content in whichever way they feel comfortable with.


Make IT Count


The next way to add value to your product is with intelligent bonuses. Think about supplemental information that might go into more depth or be a broader overview than your original content may be. For example, if you have an e-book on how to win at the casinos, you might want a more detailed book on Texas Hold’em as a possible bonus.


You can also look at previous products that you’ve product especially if you’re making something high tech, are there other more in depth ways that they can learn from you. For example, if you have a Webinar, private forum, and question and answer session, all of these are good bonuses because they play to customer’s fears that they might be missing out on some important information. If they can interact with you directly and get their questions answer, if you’ve convince them of your expertise personally, then it makes it more like that they can rely on you and they’ll be more likely to trust you.


No matter what, you cannot allow yourself to get intimidated, add value to your products and charge what they really worth. This will give you higher conversions, more sales and a happier marketing experience.


  1. Very good article! Perceived value is a slippery slope sometimes and I have seen many marketers get carried away with it and end up unsuccessful. Eliminating customer risk is a very good piece of advice. 🙂

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