Category Archives: Offers

A Treasure Trove of Offers to Test

March 11, 2011 – 4:15 am

We’ve all heard over and over how important the offer is to making a sale. But to most people, an offer is nothing more than “Buy A at B price,” or “Buy A at C price, a XX% discount off the regular B price.”

There are many offers that are far more profitable than discounts, and unfortunately, they’re rarely used. Years ago, renowned copywriter Dean Rieck, then a columnist for DM News, devoted several columns to suggesting dozens of different types of offers. I’ve misplaced my copy of it, so I was delighted to find a similar list on his blog: 60 powerful offers proven to make sales.

The comprehensive list is divided into no less than 9 different categories: (Click on the headline for more…)

By Val Gosset | Also posted in Copywriting | Tagged | Leave a Comment

A Tip For Boosting Your Holiday Sales

November 23, 2010 – 4:15 am

Here’s a reminder that can give your sales a nice boost this holiday season: (Click on the headline for more…)

By Val Gosset | Also posted in Email marketing | Leave a Comment

My Favorite Plant Company Guarantees

May 5, 2010 – 4:15 am

In our last couple blog posts, we surveyed the different types of guarantees offered by companies selling live plants through the mail, and noted some of the practices that might deter customers from ordering. In today’s post, I’ll focus on some best practices that encourage customers to place an order. (Click on the headline for more…)

By Val Gosset | Also posted in Advertising | Tagged | Leave a Comment

An Overview of Live Plant Guarantee Policies

April 30, 2010 – 4:15 am

Shipping live plants can be a tricky business. Not only must extra care be taken with packing, but all kinds of things can happen in transit. After that, unwitting gardeners and Mother Nature can both bring on the demise of originally healthy plants, but that doesn’t mean the customer won’t blame you.

What’s a company to do? (Click on the headline for more…)

By Val Gosset | Also posted in Marketing | Tagged | Comments (1)

What Merchants Need to Know About Selling Value

March 19, 2010 – 4:15 am

In my last blog post, I mentioned that one common theme at last week’s NEMOA conference was the importance of selling on value. In a presentation titled The Consumer is Changing, Are You? Lois Boyle-Brayfield of J. Schmid & Associates pointed out that all too often, merchants equate selling value with discounting prices. Big mistake! Lois offered a long list of ways to demonstrate value. Among them: (Click on the headline for more…)

By Val Gosset | Also posted in Advertising, Copywriting, Marketing | Tagged | Leave a Comment

A New Twist on Payment Options For Tough Times

December 16, 2009 – 4:15 am

A while back, I blogged about alternative payment systems Bill Me Later and eBillMe. Now Apple has introduced a new alternative for credit-poor buyers. (Click on the headline for more…)

By Val Gosset | Tagged | Leave a Comment

A Study in Pricing Pscyhology

November 6, 2009 – 4:15 am

Duncan Simester of the MIT Sloan School of Management is known for fascinating research on consumer buying behavior, much of it specific to the direct marketing industry. I’ve written about some of his studies in the past, including the surprising long-term impact of discounting and the long-term impact of traditional circulation plans.

I recently came across another interesting study by Simester (click on the headline for more…)

By Val Gosset | Tagged | Leave a Comment

One Key to “Un-Friggin-Believable” Response

February 25, 2009 – 4:15 am

When I asked called a client this morning to ask how the campaign we created for him was going, his answer was music to my ears. To quote him exactly: “Un-friggin-believable! And I credit it all to the advertising. My sales manager wants to advertise more, but first I need to be sure we can handle the volume.”

Many things are contributing to the campaign’s success, but I believe that a primary factor is one that’s overlooked all too often: (Click on the headline for more…)

By Val Gosset | Leave a Comment

How to Encourage Larger Orders

October 3, 2008 – 4:15 am

I’m always amazed at how few gardening companies try to encourage larger orders. You’d think it would be a natural, since plants and seeds are perfect products for bundled combinations. A fair number of companies offer three or six plants at a somewhat reduced price, but that’s about it.

I recently trolled through a variety of gardening catalogs looking for more imaginative offers that encourage larger sales. Here’s a sampling of what I found. (Click headline for more…)

By Val Gosset | Also posted in Catalogs | Leave a Comment
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