Understand Your Buyer > How People Work > The Unlimited Effect
What is it?
We are more likely to buy things that are “unlimited” rather than those which have a fixed amount of supply – even if we have no need and will not utilise more than the “limited” offering.
Why does it work?
It works because as buyers we are seeking not only the best value which is often identified by sheer quantity of the offering, but we are also looking to minimise our risk. An offering which is unlimited can seemingly have no downside as we can use as much as we need.
The reality is that “unlimited” offers seldom get a lot of usage, but it’s the peace of mind that “unlimited” provides that can help to convert the sale.
What can you do about it?
If part of your offering can be made “unlimited” and it has no real affect to your bottom line then this can be a powerful addition to your sales pitch.
Digital products and intangible items can be made unlimited quite easily and for no cost, with a potentially unlimited upside.
Like this kind of stuff? Want more?
Then Practical Sales Training™ is for you…
Action focussed, affordable sales training
for entrepreneurs and small business owners.
Brought to you by James Newell