Comments on: Here’s How “Product Context” Helps You Sell More Stuff Online

By: Ann Sazon

Ann Sazon — Tue, 31 Mar 2015 17:23:50 +0000

You have a brilliant mind, Derek. I guess it all round up to product value and how you present it to customers. As a salesperson, I think I can make use of your suggestions here to drive up my sales. These are truly helpful.

By: Gigi

Gigi — Sat, 27 Sep 2014 06:11:52 +0000

Stumbled onto this site and I’m really glad I did. I like these ideas!

When people purchase our apparel, mainly our custom shoes and leggings, they don’t know what to wear with them except ‘black’ or they’re confused on what do next altogether.
One thing I have done to SHOW value in their purchase is to tell them to send me a picture via email of their purchase and I will create “Ensemble Inspirations” via Polyvore and make a Pinterest board dedicated JUST for them. I will pick out tops, accessories, makeup selections according to their eye color, hair styles for their hair type and color, inspirational quotes, etc. So I become their personal stylist for that purchase.

I do this so they see the versatility in our product and have the confidence to shop and create an ensemble around that one purchase.

They LOVE this! The response has been stupendous!

Also, whenever we do pop-up shops we usually decrease our prices, because it is an impulse buy, first impressions, building trust, etc. We slash the prices on the price tags (original vs. pop-up) which are tiny, but I really like the idea of putting the price someone saves from the original price BIG so they can see the deal from across the room!
We have a pop-up in a few weeks. I’m going to try that. Cheers.

By: Aradia G. of Aradia's Hand

Aradia G. of Aradia's Hand — Mon, 19 Nov 2012 03:15:29 +0000

I definitely try to communicate value which I think is essential for my industry (handmade). So many things are mass manufactured that it’s easy to get it at a much cheaper price, but it won’t ever be the same thing. (Hand vs Machine Made)… I’ve thought about a freebie before but then there’s always the concept that I want to keep it something that doesn’t financially put me out to provide. I might offer a range or dependent on what is purchased to either match something or something that could easily fit.

Great article, I loved reading about the comparison between the perceived savings and how $5 isn’t always $5!

By: Graeme

Graeme — Fri, 31 Aug 2012 10:40:59 +0000

It’s not just you, Tim! I, too, get put off by overwhelming ‘free’ bonuses and adverts like the one you describe.

I think with the bonuses, it sounds like they are too desperate to make the sale so it makes me suspicious of their motives and the quality of their product. For me, a bonus should be a bonus ie. an added extra which is worth having but worth less than the price of the original product, or equivalent to it if the product is of a particularly low value, ie $7 products.

I even remember a car dealer over here in the UK offering two cars for the price of one! I would NEVER have bought one of their cars in a million years!! It just sounded TOO DESPERATE.

Derek, do you think there is a limit for the price/value of bonuses in terms of percentage of the price of the original article?

By: Landing Pages Guide 101: Create Landing Page That Works

Landing Pages Guide 101: Create Landing Page That Works — Wed, 16 May 2012 09:38:11 +0000

[…] Here’s How “Product Context” Helps You Sell More Stuff Online – few action steps how to price your product using some simple and smart techniques. […]

By: Ricardo Bueno

Ricardo Bueno — Wed, 23 Nov 2011 16:45:01 +0000

I like the idea of “bundling” to demonstrate greater value. Definitely have some ideas to pull from this for my continuity program 🙂

By: Derek Halpern

Derek Halpern — Wed, 23 Nov 2011 14:40:40 +0000

It’s basic anchoring, yes, but it doesn’t have to be sleazy. Amazon pulls it off, as do many other discount shops.

I don’t suggest inflating the prices for the sake of dropping them, but an anchor can work wonders.

By: Derek Halpern

Derek Halpern — Wed, 23 Nov 2011 14:38:10 +0000

Publishing an hourly rate can work, but I tend to avoid it. I hate when people equate my time with money. However, in most consulting based businesses, an hourly rate can work… but you’re better off focusing on the results you offer as opposed to the price per hour that you charge.

By: David Risley

David Risley — Wed, 23 Nov 2011 14:35:13 +0000

Just to followup on creating that context, this is one reason I recommend that people publicly post a consulting offer (or something similar) with an hourly rate published. This way, not only are you making that available, you’re providing context.

When you do that, you’re telling people on your blog that what you do is valuable. And you’re also providing a point of comparison when you price products in the future.

Nice one, Derek. 🙂

By: Erin Williams

Erin Williams — Wed, 23 Nov 2011 14:26:37 +0000

You didn’t have to tell me this…I’m a sucker for sales! ha ha But it’s awesome to see an actual study on this…thanks for the post!