Practical Sales Training™ > How To Convert > The Additional User Effect
What is it?
This is all about selling extra licenses/access to your offering for family/friends/locations for a reduced fee.
Why does it work?
A variation of the buy more effect, this works because not only is the buyer getting additional Licenses/users for a cheaper rate, they will do the maths and average the savings.
For example:
1 user = £100
extra users – £20
If I buy for 2 users I spent £120 (£100+£20) which works out to be £60 per user which is much cheaper than the “£100 per user” I was expecting.
How can you use it?
Simply, if you sell access to your product or service, can you offer additional access to people close to the buyer for a reduced fee?
Example
Netflix do this with their “extra member” offer.
See also
