It’s that time of year here in the U.S. when we’re constantly tempted by the devilish deliciousness of Girl Scout cookies.
All over suburbia, we’re besieged by ridiculously adorable young girls either knocking on doors taking cookie orders…or sitting at tables strategically blocking whatever path we take as we walk into the grocery store to buy our fresh veggies, lean proteins, and all the other healthy, carb-free foods we’ve resolved to eat.
It’s bad enough we’re facing these relentless challenges to our ever-weakening willpower right after the holidays, and just as those New Year’s resolutions are starting to become a distant memory.
So imagine how hard it would be say “no” when you’re faced with THIS master close and upsell technique by an enterprising Girl Scout from Arizona…
Watch the video below and you’ll see the sales pitch this young girl used to get more than 200 cookie orders in just 24 hours. You just might learn something from this master marketer-in-training!
This young Girl Scout is successfully using the easiest, most profitable upsell offer there is in the world: get your customer to buy more of what they’re already buying.
She’s setting it up in advance by using the power of suggestion. She’s planting the idea that one might want to “stock up”…and that it’d be normal and even sensible to buy 11 or 12 boxes versus just one.
She’s giving “permission” in a way–not that your buyers need permission, but are you making them feel hemmed in, as if they can’t or shouldn’t buy more from you?
This reminds me of some of the breakdowns I’ve shared with you in the past…like the recent CBD promo that had a base price of $19.99 per bottle.
On the order form, it made it open-ended as to how many bottles the customer could order. But there in an inset box to the left, it showed the price of orders from 1 to 10 (and suggested ordering even more than that!)
Hey, maybe this Girl Scout is on my list and saw that breakdown and got some ideas from it…LOL.
So no wonder after suggesting people buy “6 or 7 or 8 or 9 or 10…or, I don’t know, 11 or 12?”, she racked up so many sales.
Plus you’ll want to also make note of how she initially engaged the reader and helped remove a common barrier to ordering: too many choices.
She asked, “What kind do you like?”, since it was likely they already had a favorite. (Mine? my tried-and-true favorite are Thin Mints…but dangle a Samoa in front of me and I can’t say “no”.)
She then makes a recommendation by saying which one is her favorite. Think about how a server in a restaurant might steer you to an option on the menu if you’re “stuck”.
All of these techniques make it far easier to close the sale and increase the average order value while doing so. I love how this young Girl Scout seemed to instinctively know these things.
It also shows you how this can all be done naturally and conversationally in your copy and sales messaging.
Great lessons here (and the kind of heart-warming video we all need right now)…
Yours for smarter marketing,
Kim
P.S. If you love my copy breakdowns, there are 27 “What’s in Kim’s Mailbox” issues you missed out on if you weren’t on my Copy Insiders list during all of 2018 (and they’re not on my blog!)
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