In the last couple of months, I’ve been working with a pet supplements company helping them with their front-end acquisition via Facebook ads.
Great company, top-notch products, and thousands of testimonials. But one objection was coming up again and again when we served our ads to cold traffic.
People complained about the price of our subscription offers. They said they’d love to give it a shot, but the price was their main objection.
In this article, you’ll discover a secret technique that took me no more than 1 minute to implement.
This technique smoothly handled the price objection and boosted sales.
In fact, it worked so well that we updated the ads for the whole line of products to implement that same technique.
This technique will work for you if you have any kind of subscription offer—an offer for which your clients have to pay a monthly fee.
Let’s dive in!
“I’d love to try it but $59,95/month is too much for me!”
That’s the kind of comments we were getting on the ads. And it’s actually a common issue among subscription offers.
People tend to be resistant to the idea of adding another monthly fee to their already huge pile of pills.
Especially when the product you’re selling isn’t a quick fix. This means they’ll have to stick with it and keep paying for at least a couple of months.
So what did I do to handle this objection?
Well, I used what I call the “cup-of-coffee” technique.
Which simply means…
Breaking Down the Monthly Fee Into Smaller Chunks and Anchoring it to Something Mundane
The price of the basic subscription was $59.95 per month.
For some people that seemed like a lot of money to spend every month.
But with the “cup-of-coffee” technique, that price appears to be within the reach of even people with the most humble incomes.
Here’s how it works…
Step #1: Calculate the daily cost.
I divided the monthly price of the subscription, by 30 (number of days in a month.)
So in my case that was:
$59.95 / 30 = $1,99
Step #2: Compare the daily cost to something anyone can afford?
Let me ask you this…
Would it hurt you financially to spend an extra $1,99 on a cup of coffee every day?
For the vast majority of people, the answer is “heck no!”
Now, what if it wasn’t coffee.
But a product that would be significantly beneficial for your pet?
Would you do it?
See all of a sudden, people’s focus went from the $59.95/month to (less than) $2/day. Which is literally cheaper than a cup of coffee.
And that’s how this magic technique works.
Conclusion
When selling a subscription offer, always try the technique described in this article in your marketing. You can use it in your ads, in your emails, and even on the sales page.
Remember, the marketers who win are the ones who do all the thinking for the prospect.
If you have a subscription offer and you need help to sell more of it, I’d be more than happy to help you with that. Apply here to work with me.