Use scarcity to decrease supply to raise prices (and indirectly increase demand through perceived exclusiveness) Use urgency to increase demand by decreasing the action threshold of a prospect. Use bonuses to increase demand (and increase perceived exclusivity). Use guarantees to increase demand by reversing risk. Use names to re-stimulate demand a

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you can come up with your own! The key is to identify a client’s biggest fears, pain, and perceived obstacles. “What do they not want to have happen if they pay you? What are they most afraid of?” Reverse their fears into a guarantee. Think of the time, emotion, and outside costs associated with any program or service. The more specific and creativ

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If you have a “commodity” offer, you will compete on price (having a price-driven purchase versus a value-driven purchase). Your Grand Slam Offer, however, forces a prospect to stop and think differently to assess the value of your differentiated product. Doing this establishes you as your own category, which means it’s too difficult to compare pri

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This is the exact Grand Slam Offer we used with our software business that serves agencies. The numbers can become wild . . . fast. I know 22.4x better sounds unreasonable, but that's the point. If you play the same game everyone else does, you’ll get the same results everyone else does (mediocre). You hit singles and doubles, keep the lights on, b

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