SUBJECT: Lesson #3 - When's A Good Time To Add An OTO?

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Recently, I was with a relative in a mattress store
looking for a great mattress at a low price. The store
seemed to be independently owned, and the owner seemed
to be the same person that was helping my relative and
I shop for a mattress. The only mattresses they had in
our desired price point were horrible.

Ever lay on a bed of rocks? That’s about how soft the
mattresses were in our price range. So obviously we
weren’t interested since the mattresses that were half
decent were thousands of dollars more than we wanted
to spend.

As we thanked the person for showing us around, he
noticed we were leaving, and asked us to come in back,
he wanted to show us one more thing before we left.

I smell an OTO coming on, and I loved every minute of
it. How great, a one time offer from a mattress
salesmen, you got to love it!

As we headed to the back room I noticed a plush $3,000
mattress laying against the wall, the salesmen
explained that the mattress had a stain, and they were
going to have to send it back to the factory, but if
we bought it today with cash he’d give it to us for…

He thought about it for a minute, you could see in his
eyes he was trying to guess our budget so he could
present something in our range, and he said, $300.
Bingo! We bought it on the spot. Funny thing was, I
never did find a stain on it.

A one time offer can be done in virtually any place
that a sale would occur, and thus it is a valuable
tactic to use if you know what you’re doing. When
you present a one time offer that does not have value,
the customer will smell it out, and pass on it 9 times
out of 10.

However, when you create perceived value, and close
the prospect, good things can happen. At the mattress
store the owner had priced all the mattresses way too
high, and had us thinking this was not the place we
were going to make the purchase.

Then he takes us to the back, and shows us this
special deal, which was as soft and plush as any
mattress I’d ever seen. I’m not sure how many
prospects in my situation would have said no, but I’d
guess it’s not many, I believe most people would’ve
snatched up this deal as fast as they could.
Thus the perceived value of the OTO was so great,
it’s a can’t miss.

I know you’re thinking I sell e-books, how can I make
an OTO that has perceived value? Easy, give the
customer everything they are looking for without
losing your profit in the process.

More about this later, though for now it’s just
important that you understand that an OTO can be very
powerful, is always about time in some sense, and is
something that you must master in order to do it to
perfection.


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