It was either Mike Filsaime or Russel Brunson that finally made me pay attention to one-time-offers (OTO), at some point last year I think. It’s not that I was skeptical, there are just so many different ways to tweak a website that it wasn’t high on my priority list. Whatever the motivation was, I gave it a try and ended up re-coding a script I found on the web then added it to one of my information products.
From there I sat back and just kept an eye on the stats, as the OTO had a specific tracking code at the checkout process which allowed me to view how many sales it was producing.
Before I share the results, I need to explain a few things.
Firstly, the OTO made absolutely no sales in the first week. But rather than dump it, I thought I’d do a review of the offer itself and realised that my copy was way too long and graphic intensive… so I took out the flashing icons and shortened the copy. For the next week, it made a few sales but something still didn’t seem perfect. Off I went to research exactly what the formula was for OTO’s and found out that I was doing everything wrong. DOH!
Well with the proven formula in my hand I went back to my website to redesign and rewrite my OTO…. Houston, we have ignition!!!
THE RESULT: That thing took off like a rocket and for the past 5 months it has pretty much doubled my sales. Yes some of those sales are at half price, but the overall conversions and turnover are way up compared with the previous period.
So then 2 weeks ago I thought I’d do the final test, turn off the OTO and see how that affected sales. Oh man, I wish I hadn’t done that as I’ve lost thousands in sales ever since disabling the offer… but it was a valuable lesson. Sales funnels work. Upsells work. Special offers work. Giving your audience a discount when they are about to leave WORKS.
So now I’m going to enable the offer again and never turn it off. It’s probably a good time to add some code to the script to make it cookie based, and actually show only once. Right now it shows everytime, so really it’s more like a special exit offer than a one time.
Are you thinking of doing a one-time-offer on your website? DO IT! DOOOOOOO IT!!!
Never considered adding a one-time-offer to your website? Dude, I suggest you get up to speed as you’re leaving money on the table and missing a bunch of sales (expect an increase anywhere from 25% – 100%)
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