would you like to convince more of your
customers to buy more from you more
often today I'm gonna teach you a simple
but powerful sales technique that's been
proven to work in my various companies
it is very simple something that you can
apply today it has nothing to do with
gimmicks has nothing to do with your
cell script it has to do with your offer
what are some of the simple things that
you can tweak within your offer they can
convince your customers to buy more from
you and that strategy is called the
three boxes now I want you to think
about this when you are selling your
product or service that you have one
choice you have one option when someone
looks at your offer all they could think
all the consumers can think is do I want
to buy this or do I not want to buy this
so it is a yes or no response so now
they're thinking okay hmm can I afford
this do I have the budget for this they
are focusing on price now however if you
give them two choices such as I like an
A and a B like this I want you to think
back remember when you go to movie
theaters long time ago right they give
you two choices they have the large pop
and then they have the small pump when
you want to buy a soda two choices and
what most people do is when you give
them two choices
80% go for their small and 20% goal for
the Lodge why because most of elective
plays safe and they like to pick the
ones that take a save money on so it's
eight and be good now when you get that
a and B these two choices the consumer
your customer they're not so focusing on
okay do I want to buy this or do I not
want to buy it they're thinking which
one do I want to buy but then later on
the movie theater they introduced a
third choice which is this right that's
the three boxes and here's how the
strategy works suddenly they have the
small soda they have the regular which
used to be the old
which now they caught the regular
because large feels like oh it's too
much a regular that makes sense they
just change the name it's used to be
large regular and then they have one the
jumbo size pop that's like this big
right that you can never ever finish
even with your kids so you have the
three choices and here's how it works
they offer you the small they offer you
something in the middle they give you
something that's like jumbo size so when
you do this suddenly there's like what I
call contrast pricing so what you do is
this when you offer your product and
services you want to make your the
biggest offer the ultimate SuperDuper
offer that is so outrageous that knowing
most people will not go for this knowing
that and then you want to make your
small offer like so wimpy right you want
to make it so like now average you don't
like it that much but you want to make
the middle one very very compelling
knowing you actually want people to buy
this one that's the one you want to buy
so what happens is the movie theater to
introduce this concept twenty percent
who read lately really like soda they go
for the big jumbo twenty percent right
and then you have sixty percent go for
the middle and then you have twenty
percent they go for the small and then
later on they actually introduce their
kind of the kids size now what I believe
when you are making an offer two choices
it's good three choices are the best
now when you offer them four choices I
believe it's a little bit too much it's
a little bit too confusing but when you
give them this and you make the middle
one this is the one you want to sell you
make this as compelling as possible let
me give you another example I want you
to think about you are taking your car
to a car wash they use this technique
where you have they wish em they would
like kind of shampoo the exterior of
your car let's say for 15 dollars that's
it like a simple shampoo that's it or if
you want a shampoo outside your car and
they add some new you know chemical
whatever right and some new shine and
also they will vacuum your interior for
twenty-five dollars
so you're thinking
fifteen bucks well for ten bucks more I
can you know also you know my my car
interior is a little bit dirty okay I'll
take that and then they have the super
detailing wax like 200 bucks you're like
oh I'm not gonna go for that 200 bucks
that's just too crazy but I'm not gonna
be a cheap ass I'm gonna go for one in
the middle that's the one they want to
sell you so you can easily do this for
your business so I want you to create
three boxes the small one very very
small very Wimpy you can even think
about silver gold platinum you've heard
of those terms before silver going
platinum for some kind of membership
they do that too Wow and this I want it
I want you to make it US expensive I
said luxurious as possible for the big
one knowing most people will not go for
this but he's what's very interesting at
any given time 510 even as much as 20%
of your marketplace they will want the
best right to give me the biggest best
thing that you have that's good huge
profit margin but knowing you're not
counting this to sell right this one
you're like this is really for that the
cheap customer you want the majority the
60% 80% to bite this one so what you can
do is let's say the list of features and
benefits let's say dis offer you have 10
things okay this you might have it like
two things but this you give it seven
things this gets the most value when
customer biases and you offer them to
one in the middle this is core contrast
pricing this is a decoy you're not
counting to sell this is simply a decoy
there you go that's the strategy of
three boxes very simple you see selling
is about choice marketing is about
giving your customer choices not too
many not too little just the right
amount and let them believe that it is
their choice to make that purchase and
make them
my indecision