The Disposal Effect

Practical Sales Training™ > How To Convert > The Disposal Effect

 

 

What it is and how it works

The Disposal Effect is the promise that when you buy something new we will take away the old one. Sometimes this is included for free. Sometimes there is a clear set fee. Sometimes it comes as a trade in credit if the old thing has resale value.

It works because it removes hassle. Instead of buyers worrying about vans, skips, trips to the tip or charity collections they know the problem is solved at the same time the new thing arrives.

Common examples are:

  • New sofa delivered and the old sofa taken away

  • New shed built and the old shed removed

  • New fridge installed and the old one collected for recycling

  • New mattress delivered and the old one taken for disposal

Why it helps

Disposal makes buying easier and faster. It removes a major barrier to purchase.

For the buyer it means clarity, certainty and peace of mind. They only have to make one decision instead of two.

For the business it means higher conversion, higher average order value when disposal is a paid add on, and stronger brand trust because you are seen as thoughtful and responsible.

How you can use it

The key is to make disposal a standard and simple option.

You can include it for free on higher ticket items, offer it as a low cost add on, or bundle it with delivery and installation. The important part is that buyers see it clearly on the product page, in the checkout, and in the order confirmation.

Keep the wording plain. For example:

  • Add disposal of your old sofa collected on delivery for £39

  • We will take away one old mattress when we deliver your new one

  • Old fridge removed and recycled at the same time as delivery

Operationally you only need a clear scope, a clear price and a clear process. Define what you take, how it should be prepared and when collection happens. Then train your team or partner with a licensed disposal company.

 

Example

This shed company offers a disposal service to make buying a new shed easier.

 

 

See also