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STEP 3:
OPTIMIZE THE TRIPWIRE OFFER
WHAT IS A TRIPWIRE?
An irresistible, super- low-ticket offer that exists for one reason and one reason only… to convert prospects into BUYERS!
STEP 3: OPTIMIZE THE TRIPWIRE OFFER An irresistible, super- WHAT - - PowerPoint PPT Presentation
STEP 3: OPTIMIZE THE TRIPWIRE OFFER An irresistible, super- WHAT - - PowerPoint PPT Presentation
STEP 3: OPTIMIZE THE TRIPWIRE OFFER An irresistible, super- WHAT IS A low-ticket offer that exists for one reason TRIPWIRE? and one reason only to convert prospects into BUYERS! In other words, Tripwires change relationships
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In other words, Tripwires change relationships…
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Tripwires increase intimacy…
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Tripwires show commitment…
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Two Types of Commitment
- 1. Their Wallet ($1 for 13 Tapes)
- 2. Their Calendar (Webinar, Demo,
Appointment, etc.)
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The Two Types of Doubt
- 1. Their Wallet ($1 for 13 Tapes)
- 2. Their Calendar (Webinar, Demo,
Appointment, etc.)
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A Tripwire Is Not A Coupon (No Quid Pro Quo)
This is a coupon… This is TRIPWIRE!
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TYPES OF TRIPWIRES
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1) Physical Premium (Want But Don’t Need)
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2) Small But Critical (Need But Not Sexy)
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3) Book/Report
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4) Free Or Paid Webinar/Teleseminar
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5) Free Or Paid Trial
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6) Software/Plugin
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7) Ala Carte Service
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Case Study: Ala Carte Service As A Tripwire
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Case Study: Ala Carte Service As A Tripwire
- 2000 trade show attendees
- 603 people approached the booth
- 87 purchased the Tripwire at $20
- 19 converted to $500/mo Core Offer immediately
- 23 more converted later after followup/results
BEFORE: Each show averaged 3 new clients at $500/month… AFTER: 42 new clients at $500/month or $21,300 a month from just this one show!!!
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Source for Ala Carte Product Ideas: fiverr.com
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The Best Tripwires Are “Splinter” Offers
Your Product
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CASE STUDY: How We Get Paid Members Into DM Lab
The “CORE OFFER” of DigitalMarketer.com is called “DM Lab”…
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…and one of the member benefits is access to our Execution Plan library.
CASE STUDY: How We Get Paid Members Into DM Lab
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So for example, let’s “splinter” this Execution Plan on “Increasing Engagement with Facebook Promoted Posts”….
CASE STUDY: How We Get Paid Members Into DM Lab
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$386 / yr
$7 FREE!
CASE STUDY: How We Get Paid Members Into DM Lab
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Example: Guitar Picks
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Example: Candle Supplies
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Example: Software
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- Web designer that sells logos
- A dentist that sells teeth whitening at cost
- Roofer that offers gutter cleaning
- Hosting service that sells website templates
- Lawn care service that offers to fertilize off-season at
dead cost
Examples: Service Businesses
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Splinter Offers Keep You From Looking Like This…
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But they don’t overcome the biggest hurdle of all…
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BIGGEST HURDLE: Self-Doubt
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That’s why the best Tripwires are also “little victories”…
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- Back pain clinic that offers hope that relief is possible
- Weight loss product that makes users feel thinner in 7
days
- Kitchen remodeler that lets its customers see how
beautiful their kitchen can be
- Allowing a lonely person to feel like they’re a part of
something bigger (i.e. associations)
Examples: Little Victories
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BRAINSTORMING LITTLE VICTORIES
Scenario #1: Phone Call From an Old College Friend
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BRAINSTORMING LITTLE VICTORIES
Scenario #2: Casual Chat at a PTA Meeting
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THE TRIPWIRE CHECKLIST
✓ Low barrier to entry / impulse buy ✓ Easy to understand and explain ✓ Seamlessly leads to the core sale ✓ Useful but incomplete ✓ Has a high perceived value ✓ Has a high ACTUAL value
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DISCOVERING YOUR TRIPWIRE
“What’s the credit card knife for your market? What’s the one thing everyone wants, but doesn’t necessarily need?”
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DISCOVERING YOUR TRIPWIRE
“What’s the candle wick for your market? What’s the one thing everyone needs, but doesn’t necessarily want?”
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DISCOVERING YOUR TRIPWIRE
“What’s upholstery cleaning for your market? What’s a valuable service you can perform quickly and inexpensively that will deliver results in advance and get your foot in the door?”
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Action Item
Brainstorm three Tripwire OFFERS
(Ideally “Little Victories”)
___________________________________________________________________________ ¡ ___________________________________________________________________________ ¡ ___________________________________________________________________________
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THE FORMULA:
L x c
x m x
f
= GP
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L x 2 c
x m x
f
=
GP 2 2 4