Understand Your Buyer > How To Convert > The Follow Up Offer
What is it?
The Follow Up Offer is where you “follow up” a client who hasn’t bought with an incentive to help them to buy.
Why does it work?
It works because firstly the client is being followed up, which in itself can help you to make the sale, but by having an incentive such as free shipping or a discount or gift, it could be enough to help the buyer make their mind up as they’ve clearly hesitated in not buying in the first place.
How can you use it?
Decide on the most appropriate incentive for your offering and then use this to follow up those who have “abandoned” their online shopping cart or those who you have spoken with who haven’t yet bought.
It could be things like:
- Free/discounted shipping
- A discount on their next purchase
- Free/discounted accessories
- Free/discounted expedited shipping.
- Finance / No deposit finance
- A free gift
The bottom line is that it must be something that would be appealing to your buyer, but not too costly for you to provide.
To make the offer more compelling, use scarcity to limit the window of opportunity to 24/48hrs.
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