One of my most successful ‘front end’ products sold over 15,000 SETS. The set was a three part video set of a guy called Bill Myers who at the time I’d just bought the reprint rights to some videos of his.
Now, I needed a bonus item to add to the value of the package. So here’s what I did.
In amongst the package of reprint rights that I had bought, was a list of resources and tools that Bill used … plus a flowchart showing the process of running a business like his.
So I took his list and updated it with more UK based suppliers and contacts … and made that the “UK Product Developers Resource Guide…”.
It was a simple three or four pages of A4 copied but really useful to the customer getting it.
In fact – that reminds me – I need to point out that you should always make sure that your bonuses are of great use to the customer…
DON’T be tempted to add in ‘tat’ just for the sake of adding value. For example, the guys on TV who sell sets of kitchen knives have loads of free ones that they add in – but they are all as sharp and useful as the main offer knife … even though they are thrown in for free.
I follow the same philosophy. I do today and I did when I first started with this Bill Myers package several years ago. Continuing on with this Bill Myers package, as I said I first put together the ‘UK Product Developer’s Resource Guide’ as a bonus.
But I didn’t leave it at that. I wanted to add a disc of some sort to make a good picture of the product.
Now, amongst my video Masters that I had licensed from Bill, I had some seminar footage of him telling how he made $35,000 in three days. The seminar video was poorly filmed … very pale and grainy. BUT the sound track was fine.
So I decided to put the sound track onto a CD for my customers. To do that I simply plugged the audio sockets of my Video player into the back of my HiFi and pressed ‘Record’. That put the sound track onto a cassette tape … which I then gave to a duplication company to run off as a CD.
I also got them to do a nice label to go on the front and put it in a plastic cover.
Now the great thing was that people had only just paid over $1,000 to come to Bills seminar in the USA, which enabled me to give this soundtrack a great recording value, though it cost me just pennies to produce.
In this way, my simple three tape video set now had an A4 resource guide AND a nice looking CD too to complete the set. Once again, I’m sure you can see how the offer becomes even more attractive and the package being sold looks even greater value by adding good bonuses.
That’s exactly how I started out when beginning my Cash On Demand business.