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EU238: Black Friday/Cyber Monday Offers That Just Work

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When? This feed was archived on February 26, 2024 21:20 (1M ago). Last successful fetch was on September 17, 2023 16:47 (6M ago)

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المحتوى المقدم من eCommerce Uncensored - Email Marketing | Facebook Ads | Social Media Marketing and ECommerce Uncensored - Email Marketing | Facebook Ads | Social Media Marketing. يتم تحميل جميع محتويات البودكاست بما في ذلك الحلقات والرسومات وأوصاف البودكاست وتقديمها مباشرةً بواسطة eCommerce Uncensored - Email Marketing | Facebook Ads | Social Media Marketing and ECommerce Uncensored - Email Marketing | Facebook Ads | Social Media Marketing أو شريك منصة البودكاست الخاص بهم. إذا كنت تعتقد أن شخصًا ما يستخدم عملك المحمي بحقوق الطبع والنشر دون إذنك، فيمكنك اتباع العملية الموضحة هنا https://ar.player.fm/legal.

Black Friday & Cyber Monday are here! If you haven’t narrowed down your offer yet, Kevin & Jason have got you covered! They break down awesome offers that they found have never proved them wrong and work!

This is a direct transcript. Please forgive any grammar or spelling errors.

Jason: You know, people think that like you have to get so slick with these offers and you know, the truth is, is like the slicker they are the harder they are to understand the harder they are for your prospect to understand,

Kevin: because you don’t have to get too like crazy. I mean, it’s that time of year everybody’s looking for an offer

Jason: instead of trying to be cool or slick, give people what.

Jen: You’re listening to e-commerce uncensored with Kevin Monell and Jason
Caruso.

Kevin: Hey everyone. And thank you for joining us. On another episode of e-commerce Uncensored. My name is Kevin Monell and I’m here with

Jason: Jason Caruso.

Kevin: And now with black Friday, cyber Monday rapidly approaching only like a week and a half away, or, you know, actually Thanksgiving is two weeks away from when this podcast will go live. And we’re always talking about creating these, you know, quote unquote irresistible offers, and that’s the key to really everything, all your ads, all your emails and things like that. Um, I think we have a few. Really good examples. Cause I know it’s not easy sometimes for everybody to come up with these irresistible offers. So I thought it’d be good idea for Jason. It was my idea from the very beginning, I came to you with this idea this morning, Jason. So everybody can thank me. Actually, our producer, Jen came up with it and Jen wrote in monday.com, which is our, our project management software. She wrote in there that she thought it would be cool to talk about. Uh, offers that work. I think, I don’t remember what she said, but there was a campaigns or something. And I’m sorry, Jen. Sorry for not giving you the credit. She also said she also requested that we come on here and we tell everybody to subscribe to our success, . Subscribe to our podcast, hit that subscribe.Wow. I’m struggling with that word right now. So subscribe to our podcast anyway, hit the button. Yeah. So
Jason: we wanted to talk today about a little bit about like these, these offers that just work for fast, for fast for black Friday, cyber Monday. Yeah. We are struggling for black Friday, cyber Monday. These are offers that these are like our go-to offers.

Jason: These are things, you know, we deal with a lot of clients and oftentimes it’s like a. Big time, juggling act, so to speak.

Kevin: Yeah. Right. Like trying to like send a juggling

Jason: act, like making them happy with the offer, but making it sexy enough for black Friday cyber Monday, you know, there’s a lot that goes into dealing with that process. Uh, so we, we tend to default to. Um, a few, I feel that really, really works

Kevin: because you don’t have to get too like crazy. I mean, it’s that time of year everybody’s looking for an offer and I think sometimes people are your deals. Right. And I think even from. An agency’s standpoint and our clients, like everybody’s always like trying to create this really crazy creative thing. That’s going to just like, get so much attention when in reality, people are looking for it and they’re going to, they’re going to be drawn to it. Anyway, this time of year, you know, I have a client specifically that throughout the year, they they’re always like, you know, buy three of this, get two of this. And by seven of this, get two of these. And it’s just like, it’s a constant, like tug of war. To to manage those because they’re just so complicated. And this time of year, you don’t have to be complicated. And you’ll hear when you hear our examples, you can be like, oh, that’s really kind of simple. And I think that’s the best way to go about this.

Jason: Yeah. I mean, the idea is that people have this dopamine rush during this time a year, right. They give themselves permission to spend money and I’m already hearing it in how my wife is interacting with me. Um, I’m hearing how I’ll just get this for Christmas. I’ll just get that for Christmas. I’ll just get him that for Christmas. I’ll just buy this for Christmas. And it’s one of those times of years where, you know, you, you allow yourself to kind of go outside of your

Kevin: comfort zone. And I think people like us, Jason, we just kind of like wave the white flag and we’re like, yeah, please, uncle me and my wife every morning, we like sit down at our couch. Cause our kids go to school earlier now. And we were able to sit down and like have a coffee and like talk, I say, talk to each other. But I’m either like watching sports center on my phone and she’s usually on her phone this morning. She’s just going through like circulars. Like we have a stack of circulars on our coffee table, like this Costco. Walmart target all these. And she’s just going to like, oh, like, this is nice. And she like, get up and she’d be like, so what do you think about a tree that going right here? I’m like, I don’t, yes. I didn’t think about it. Not at all on one second. Please see if you can find a deal, right? Yeah.

Jason: Okay. So let’s get into it, Kevin. So then. Uh, these are not in any particular order. We’re going to just talk about them in the order, in which it comes out of our brains, or our

Kevin: usually works

Jason: what’s out. But I think one offer for me that I feel tends to work. And even though it’s played out a lot, like you see it everywhere, for whatever reasons. The free portion of this offer tends to be what people gravitate to. And that is the buy one, get one free. Yeah, you’re essentially doing two things. You’re giving people a free thing, right. Which is like more volume, more value. And you’re basically cutting the price. In half so to speak, right? So you give away this free thing and you’re basically cutting the price in actual any way you want to think about it, whether you’re paying 50%, 50% for the buy one, get one free, right? Like you’re giving them two products for the price of one. So whether you, you want to split the cost up, or you want to say that you’re giving one away for free, that it doesn’t matter. The point is that offer really works well because people like free shit.

Kevin: Yeah. And I think it, it has an impact on a few different things. I think like you said, people love the free item. Just makes them feel like they’re getting something. But what you might not think about is like the shipping portion of this thing, especially if you have like a small thing, if it’s like a, you know, let’s just say a cell phone case. Cause I have my cell phone sitting here. If you’re able to pull up. An extra cell phone case into a box and ship it out. It’s not going to cost you much more to ship it out. So you’re, if you, if you sent one, your margins are much less because of the shipping costs. If you, if you’re selling a second one, your shipping is going to be the same. Depending on how heavy it is. I mean, it’s your order value. Your average order value will be higher because you’re not doing like, which is another one that we’ll get into as the 50% off, which is very similar to this. But because they’re paying full price for one and they’re getting one free, your average order value is higher and your shipping really doesn’t change your shipping hard costs don’t change, right? Yeah. I

Jason: mean, and, and it’s, you know, it’s, it’s, it, it definitely works better in some scenarios and others, like, for example, if. Like makeup or health or, uh, you know, personal care items, things that like you buy, you know, you tend to buy more than once. It works really well for that, because like, if I’m buying one Yeti and they’re giving me another free Yeti buy one, get one, you know that in my mind, there is like the perceived value of that is really, really high because like, I can always use another one. I don’t really want to spend another $30 on a mug. Right. Right. So like stocking, stuffers, you know, people not only for stocking stuffers, but people stock up for themselves. I know last year during COVID and especially people were really, uh, you know, not only where they had that dopamine flowing to buy for other people, but they had it flowing to just buy it for themselves because they, you know, it makes, makes people feel good when they buy things.Yeah. I mean, Facebook. Facebook suggested during the pandemic that we try to talk to not only the buyers person, their gifting, but to talk to the buyer themselves for themselves, because people were sort of, uh, rewarding themselves for such a tough year. But yeah, I mean, I think the buy one get one free thing is a really, is a really, really good one. And if you’re, you know, you don’t have to get, so, you know, people think that like you have to get so slick with these offers and you know, the truth is, is like the slicker. They are the harder they are to understand the heart of they are for your prospect to understand as well

Kevin: when you’re being bombarded with so many different offers during that time.

Jason: Yeah. So like, if someone’s like, you know, buy, if you buy this, you know, this Mike, this headphone and as this, this wire and this and that, and then we’ll throw in a free, this may get a little complicated, like, wait, I got to buy all this stuff just to, you know, so. Yeah, I mean, buy one, get one free, just the works and people are expecting that offer. They’re expecting huge discounts. They’re expecting buy one, get one free. So instead of trying to be cool or slick and trying to come up with your, you know, your own thing, give people what they want and they want, I’m sorry, go ahead. Yeah, no, no. I mean, and they, they want the deepest discounts possible.

Kevin: One of the best, but to your point about like the, you know, buy this, buy that, buy this, buy that, you know, you can still do those kinds of things, but make it simple, like.

Jason: Right.

Kevin: Well, yeah, I was going to move on to the next one. If you’re, if you’re good. I was trying to segway. I’m trying to be the host of the show if you don’t mind So if you do something like that, like Jason said, you buy the mic, get the wire, get the headphones, and don’t make them like, add all these different items to the. Put them all together, bundle them all together, make it a product, make it a skew in your system where you can show an overall value of each item and they just hit add to cart. It’s still the same concept that you wanted to do with buy this, buy that, get this, but you’re making it just simpler and you’re showing this massive value to them.

Jason: Right? So in other words, what you’re saying is I, I propose. My last example, as buying each of these individually. And I purposely did that because one thing, like you said, that works really, really well for us is bundling products together. So you could, when I, uh, from my example, you don’t want to do that. You don’t want to make them buy five or six individual products, but like Kevin said, what we see working really well is bundling. Several pot products into one bundle that it’s acting like one product on your website, rather than five or six, we found that, you know, everybody thinks or believes, I don’t know where this comes from. It’s probably comes from people who are, are not educated and they get on the internet and tell you. Things that aren’t really true. And one of those things is that everyone thinks like the holy grail to business is selling to cold traffic. Like, oh my God. Like if I could figure out a way to sell to cold traffic, I’m going to make it, you know, the truth is that it’s really your customers buying over and over and over again that make you the money. Right. And that’s where the concept of bringing people in or getting them to buy anything, to turn them from a. You know, somebody who’s watching on the sidelines to a buyer regardless of the cost of the product. And that’s why that’s so important is because it’s actually your buyers, the people who trust you the most, that are the most responsible for your business growing to astronomical numbers. If you look at apple, for instance, They make all their money from their customer base. I don’t even know what the percentage is of new customers that they get over a period of time. But my guess is that they’re making their money by selling me an apple watch by selling me an apple phone iPhone by selling me an Imam. Selling me a Mac book pro these are all items I have. Yeah. So they’re getting rich. Reselling to people that are

Kevin: already buying. And I can’t imagine how much they spend on upfront to get us to that point where we’re just that brand loyalty to them. And I didn’t like totally get that as much when I was in the agency, uh, until we started building our own product and ha and I, I was in the thick of things and I could see really closely this customer behavior. And now that we’re like two years into this journal thing, We could see, I keep telling you, I’m like, you know, these, these people who haven’t bought from us in a while, or we’re having such a difficult time getting them over that edge. Cause we’re, we’re, we’re creating new products for our business, but they’re designed for our existing customers. You know, we have this one hero product where we brought them in and they’re designed to sell to them. They’re not necessarily designed to bring to these brand new people who have never bought from us before.

Jason: Yeah. And I think, I think, you know, it’s really interesting that concept because, you know, if you, even if apple, if it costs them a thousand dollars to get someone to buy from them, that person’s gonna be. A lot more than that, that over the years to come. So getting back to the original premise, you know, bundling the idea of creating this perceived value, right? Like this perceived value that like, oh my God, I’m getting all these things for this price. Like, you know, that is something that’s worked really well for us. And we found. You know, if you, if you want that, if you want that cold traffic, uh, awareness or whatever, this is one way that it’s worked really well for us, the more we’ve bundled and the more value we’ve given people, the easier it is to get them to buy

Kevin: And I don’t know how it is for you, Jason. I imagine it’s the same thing. And when, when you’re a parent buying, you know, Christmas gifts or holiday gifts or whatever, there always seems to be some kind of. Theme behind the holidays. Like whether the kids are into roadblocks or they’re getting a new bike or they’re getting a new, uh, you know, a play, a video game system and things like that. I think parents out there, especially me, well, not me, cause I don’t really do it, but my wife is looking for convenience. She doesn’t want to go to target and get the bike and then go to like Walmart to get the helmet and then to, you know, Costco to get whatever. They’ll pay a premium. To have some And I think that’s what bundling products does. It puts it all together. You’re like, okay, you’re going to get a switch with two extra controllers. You’re going to get the charging base. You’re going to get the two video games. And then when you put all that, when you actually look at the offer, maybe from the outside, it’s like, If I just gave him 50% off of the game, like that might be a better deal for them. But when you put it all together, they’re willing to maybe get less of a deal. I think when you bundle them all together and just give them that sense of convenience where it’s like a one-stop shop kind of situation.

Jason: I mean, I think those are different buyers. You know, especially when I’m buying something that I don’t know anything about, I like suggested products. So like when we bought our golf simulator, you know, I defaulted to the salesman and said, look, whatever you think goes best with this golf simulator, throw it in. Right. Right. Like that’s how we did it. Cause we didn’t know anything about it. Right. Like we, we, we, we want. The sales guy to tell us what to add to it, to make our experience better. And I think that, you know, with products that you don’t know a lot about, that could be helpful. Um, you know, like we use the cell phone case example, but when you go buy a cell phone case, what is the next thing you need? You need a screen printing. Right. So if I buy a case and then they, they, they bundle a screen protector and now I feel like I don’t have to buy twice. I buy one time. Okay.

Kevin: Speaking of the, the, the iPhone and the apple and stuff. Sorry to interrupt you. But this is a side note, cause I just learn this about the app, the new iPhone, which is I thought was really cool. Is they have like the battery on the back or the charging of you have the hands-free charger, like on your phone, on your phone. And you can put it on a base and it just charges. Now they have like a portable battery charger. That’s like, you charge it up and then you can take it with you. And it just kind of like magnetizes to the back of your cell phone case. And it just sits there and it charges your phone with no wires, not even on the, because even when you do the wireless charging, you have to have the base thing plugged into the wall. This is a device that charges and can work independently of the wall. I thought that was really cool. As a side note.

Jason: You know, like your, this thing I’ve been using a lot for this, uh, this, this just, just

Kevin: battery thing. It’s like that, except there’s no wires. You just charge, like you charge a little block, stick it to the back of your phone. I thought that was cool. Anyway. Yeah.

Jason: That’s cool. Um, so yeah, bundling for sure. That is something that is something, um, that we found to be. Uh, works really well with even cold traffic. Um, everybody wants a deal. Everybody wants more for their money. So

Kevin: Jada, I mean, I think the other ones, the other ones too, it’s just like go along with like your bio and get one free is like you’re 50% off or more obviously the percent or more 50% off or more. Yeah. And that that’s going to work, you know, especially, I mean, you can’t do that, obviously, depending on your product, you know, the smaller type products are gonna. You know, you’re going to be able to do those kinds of things, but that’s very similar to your buy one, get one free because it’s, you know, buying two at 50% off. But, um, I think that’s a good one. Um, I think that also. Considering our experience over the last year with COVID and these supply chain issues it’s a lot of companies have started to like, have to charge for shipping and even increase their shipping charges. Um, which can be difficult, especially when you’re going against like an Amazon or something like that, or Walmart, where they can always do the free shipping stuff. So if you can even throw in some free shipping, I think that could, that could really help too. Cause you are competing with those big guys. Yeah.

Jason: I mean, one, one thing that like, Um, is interesting with, uh, with that is that people are really starting to, because supply chain issues are happening. They’re willing to like, kind of go outside of their normal buying behavior to get what they want when they want it. Because Amazon has trained us to get our stuff ASAP. So. They, they have trained pretty much everyone that like, they want things quick. Li uh, but now it’s supplying shape, change chain problems. People are getting a little bit, you know, like, like shit, like, okay, I’ll pay the $5. I know I’ll get it in two weeks. Whereas. You know, and I find even when Amazon, like, I pay for prime and it’s not really like two days anymore. Like sometimes it’s two days, sometimes it’s three. Sometimes it’s like, so people are starting to get a little bit more flexible with that.

Kevin: And people are aren’t with the sh for the free shipping. It’s not as attractive almost to the fact because. They’re just expecting it. So when they see it, they’re like, what do you mean free shipping? I get free shipping all the time. So what’s the big deal. So, I mean, I think it’s just like an added thing that you could throw in that that would help.

Jason: Yeah. And here here’s another thing Kevin, about, um, about offers actually that I was just thinking about while we were talking. You know, it’s the, the idea of your bonuses being worth more than the product and what that means. So let’s say you have, um, I dunno like this Yeti, right? You’re going to go buy a Yeti. The Yeti is $30. Okay. Now let’s say you want to throw in a $300. Yeti, you know, the, the, the big Yetis, like you put beers in them and stuff like 300 bucks or wherever they are. So let’s say you go by, this is like a really extreme, but just, just the point if you buy And this mug is $30 and you want to throw in that $300 cooler. Okay. So that’s a $330 retail price. Okay. Right. Now you can discount that. Let’s say you’re selling it for 2 69 right now, when you add those, the cost of those two goods, maybe your margins are 70% or 80%. Whereas when they’re separated, The margins are smaller, right? So if you add what I’m trying to say is that when you add this big cooler in which you know is $300 and then the, the mug is $30. So, you know, you’re going to normally pay 330 now from the buyer’s perspective. Oh, wow. I’m going to get all this from. You know, 2 79 or 2 69, right. In my head, I’m like, oh my God, this is a huge deal. But from Yeti’s perspective, it may have increased their profitability because one that $300, uh, uh, cooler has a bigger margin attached. And you can sell more of them sorta speak. So the idea is the psychological part behind it. I don’t know if that was clear, but basically what I was saying is that the more you can bundle things and ask for close to the same amount of money, because it looks like a bigger deal, even though it may even be more profitable for you. I don’t know if that makes sense, but that’s the idea is that bundling two things that that you can discount. But then our more profitable, because that second product

Kevin: makes you more money. Yeah. Like you said, it’s just like a, it’s a whole psychological thing. And when you’re thinking about it, like, well, I can, what if I just give the Yeti for 50% off and the cooler 50% of. hundred dollars off. Right. You put them together. You can give less off, but it seems like you’re getting more. It’s just, it’s a whole psychological thing. It’s like what’s up. Yeah. Oh, by the way, Yeti has, I mean, every time I go to Dick’s, Yeti’s the area of the store that Yeti takes over as bigger and bigger. Every time I see that place, they have, they just continue to come up with little, like, there’s just like one of those brands. It’s just like a dog bowl, right. A sippy cup top. Jesus. You know, what’s

Jason: interesting, man. Um, I don’t know if you were with me. I played in an outing last year or this year or something, and I got a knockoff of a Yeti and it’s not even a knockoff, but it’s just another brand, like a cheaper brand. And I’m sorry, like it works just as well as a Yeti. Yeah, of course. Like I put a top on it and close it. It stays, it stays

Kevin: the same shit. It’s the same shit. Matter of fact, probably comes from the same plant.

Jason: Well, what’s even funnier is that the Getty top fits on it. So like, I’ll just buy it, like instead of going to buy another Yeti. Cause I lost one of them, fucking $30 thing. I’ll just buy a top and put it on that and make me feel like it’s a Yeti,

Kevin: you know? Totally.

Jason: I, uh, I think the moral of this cab is that there are some offers that just work and it’s mostly the psychological ones that pull on those sort of, um, emotional strings. Like, you know, I know I don’t mean to be pick on women, but I know my wife, um, the psychological part, the way she shops is like, well, if I. You know, 50% off of everything that I buy. And then, you know, I just saved like, no, actually, if you didn’t buy it at all,

Kevin: you have missed it. You just get twice as much. If everything’s 50% off, you can just buy twice as much, right?

Jason: Yeah, no, no, no. How much it’s like, we don’t get it. And now we just say a hundred percent. Um, but yeah, I mean, I think another thing to do, Kevin, I’m not, I’m not going to extend this any longer, but another thing you can do. Is see what other businesses are, are doing. And if you see patterns, you know, you don’t have to reinvent the wheel. You know, uh, I would stay away from looking at bigger brands because bigger brands get away with things that smaller brands can’t right. And bigger brands have enough money to waste on things that don’t work. Um, You know, we as small business owners, don’t ours has the work the first time and, uh, you know, coming up, you know, with these type of offers, they just work and, um, it’s what we’re going to be doing. I mean, we, we do it. I mean, we’ll be doing it this

Kevin: We practice what we preach. All right, guys. Thank you so much for listening as always, you can check us out at ecommerceuncensored.com. Remember hit the subscribe button and we’ll talk to you guys real soon.

Jason: Later

Don’t forget to please leave a comment below or review us on iTunes or Stitcher.

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The post EU238: Black Friday/Cyber Monday Offers That Just Work appeared first on eCommerce Uncensored.

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When? This feed was archived on February 26, 2024 21:20 (1M ago). Last successful fetch was on September 17, 2023 16:47 (6M ago)

Why? تلقيمة معطلة status. لم تتمكن خوادمنا من جلب تلقيمة بودكاست صحيحة لفترة طويلة.

What now? You might be able to find a more up-to-date version using the search function. This series will no longer be checked for updates. If you believe this to be in error, please check if the publisher's feed link below is valid and contact support to request the feed be restored or if you have any other concerns about this.

Manage episode 306864872 series 1529270
المحتوى المقدم من eCommerce Uncensored - Email Marketing | Facebook Ads | Social Media Marketing and ECommerce Uncensored - Email Marketing | Facebook Ads | Social Media Marketing. يتم تحميل جميع محتويات البودكاست بما في ذلك الحلقات والرسومات وأوصاف البودكاست وتقديمها مباشرةً بواسطة eCommerce Uncensored - Email Marketing | Facebook Ads | Social Media Marketing and ECommerce Uncensored - Email Marketing | Facebook Ads | Social Media Marketing أو شريك منصة البودكاست الخاص بهم. إذا كنت تعتقد أن شخصًا ما يستخدم عملك المحمي بحقوق الطبع والنشر دون إذنك، فيمكنك اتباع العملية الموضحة هنا https://ar.player.fm/legal.

Black Friday & Cyber Monday are here! If you haven’t narrowed down your offer yet, Kevin & Jason have got you covered! They break down awesome offers that they found have never proved them wrong and work!

This is a direct transcript. Please forgive any grammar or spelling errors.

Jason: You know, people think that like you have to get so slick with these offers and you know, the truth is, is like the slicker they are the harder they are to understand the harder they are for your prospect to understand,

Kevin: because you don’t have to get too like crazy. I mean, it’s that time of year everybody’s looking for an offer

Jason: instead of trying to be cool or slick, give people what.

Jen: You’re listening to e-commerce uncensored with Kevin Monell and Jason
Caruso.

Kevin: Hey everyone. And thank you for joining us. On another episode of e-commerce Uncensored. My name is Kevin Monell and I’m here with

Jason: Jason Caruso.

Kevin: And now with black Friday, cyber Monday rapidly approaching only like a week and a half away, or, you know, actually Thanksgiving is two weeks away from when this podcast will go live. And we’re always talking about creating these, you know, quote unquote irresistible offers, and that’s the key to really everything, all your ads, all your emails and things like that. Um, I think we have a few. Really good examples. Cause I know it’s not easy sometimes for everybody to come up with these irresistible offers. So I thought it’d be good idea for Jason. It was my idea from the very beginning, I came to you with this idea this morning, Jason. So everybody can thank me. Actually, our producer, Jen came up with it and Jen wrote in monday.com, which is our, our project management software. She wrote in there that she thought it would be cool to talk about. Uh, offers that work. I think, I don’t remember what she said, but there was a campaigns or something. And I’m sorry, Jen. Sorry for not giving you the credit. She also said she also requested that we come on here and we tell everybody to subscribe to our success, . Subscribe to our podcast, hit that subscribe.Wow. I’m struggling with that word right now. So subscribe to our podcast anyway, hit the button. Yeah. So
Jason: we wanted to talk today about a little bit about like these, these offers that just work for fast, for fast for black Friday, cyber Monday. Yeah. We are struggling for black Friday, cyber Monday. These are offers that these are like our go-to offers.

Jason: These are things, you know, we deal with a lot of clients and oftentimes it’s like a. Big time, juggling act, so to speak.

Kevin: Yeah. Right. Like trying to like send a juggling

Jason: act, like making them happy with the offer, but making it sexy enough for black Friday cyber Monday, you know, there’s a lot that goes into dealing with that process. Uh, so we, we tend to default to. Um, a few, I feel that really, really works

Kevin: because you don’t have to get too like crazy. I mean, it’s that time of year everybody’s looking for an offer and I think sometimes people are your deals. Right. And I think even from. An agency’s standpoint and our clients, like everybody’s always like trying to create this really crazy creative thing. That’s going to just like, get so much attention when in reality, people are looking for it and they’re going to, they’re going to be drawn to it. Anyway, this time of year, you know, I have a client specifically that throughout the year, they they’re always like, you know, buy three of this, get two of this. And by seven of this, get two of these. And it’s just like, it’s a constant, like tug of war. To to manage those because they’re just so complicated. And this time of year, you don’t have to be complicated. And you’ll hear when you hear our examples, you can be like, oh, that’s really kind of simple. And I think that’s the best way to go about this.

Jason: Yeah. I mean, the idea is that people have this dopamine rush during this time a year, right. They give themselves permission to spend money and I’m already hearing it in how my wife is interacting with me. Um, I’m hearing how I’ll just get this for Christmas. I’ll just get that for Christmas. I’ll just get him that for Christmas. I’ll just buy this for Christmas. And it’s one of those times of years where, you know, you, you allow yourself to kind of go outside of your

Kevin: comfort zone. And I think people like us, Jason, we just kind of like wave the white flag and we’re like, yeah, please, uncle me and my wife every morning, we like sit down at our couch. Cause our kids go to school earlier now. And we were able to sit down and like have a coffee and like talk, I say, talk to each other. But I’m either like watching sports center on my phone and she’s usually on her phone this morning. She’s just going through like circulars. Like we have a stack of circulars on our coffee table, like this Costco. Walmart target all these. And she’s just going to like, oh, like, this is nice. And she like, get up and she’d be like, so what do you think about a tree that going right here? I’m like, I don’t, yes. I didn’t think about it. Not at all on one second. Please see if you can find a deal, right? Yeah.

Jason: Okay. So let’s get into it, Kevin. So then. Uh, these are not in any particular order. We’re going to just talk about them in the order, in which it comes out of our brains, or our

Kevin: usually works

Jason: what’s out. But I think one offer for me that I feel tends to work. And even though it’s played out a lot, like you see it everywhere, for whatever reasons. The free portion of this offer tends to be what people gravitate to. And that is the buy one, get one free. Yeah, you’re essentially doing two things. You’re giving people a free thing, right. Which is like more volume, more value. And you’re basically cutting the price. In half so to speak, right? So you give away this free thing and you’re basically cutting the price in actual any way you want to think about it, whether you’re paying 50%, 50% for the buy one, get one free, right? Like you’re giving them two products for the price of one. So whether you, you want to split the cost up, or you want to say that you’re giving one away for free, that it doesn’t matter. The point is that offer really works well because people like free shit.

Kevin: Yeah. And I think it, it has an impact on a few different things. I think like you said, people love the free item. Just makes them feel like they’re getting something. But what you might not think about is like the shipping portion of this thing, especially if you have like a small thing, if it’s like a, you know, let’s just say a cell phone case. Cause I have my cell phone sitting here. If you’re able to pull up. An extra cell phone case into a box and ship it out. It’s not going to cost you much more to ship it out. So you’re, if you, if you sent one, your margins are much less because of the shipping costs. If you, if you’re selling a second one, your shipping is going to be the same. Depending on how heavy it is. I mean, it’s your order value. Your average order value will be higher because you’re not doing like, which is another one that we’ll get into as the 50% off, which is very similar to this. But because they’re paying full price for one and they’re getting one free, your average order value is higher and your shipping really doesn’t change your shipping hard costs don’t change, right? Yeah. I

Jason: mean, and, and it’s, you know, it’s, it’s, it, it definitely works better in some scenarios and others, like, for example, if. Like makeup or health or, uh, you know, personal care items, things that like you buy, you know, you tend to buy more than once. It works really well for that, because like, if I’m buying one Yeti and they’re giving me another free Yeti buy one, get one, you know that in my mind, there is like the perceived value of that is really, really high because like, I can always use another one. I don’t really want to spend another $30 on a mug. Right. Right. So like stocking, stuffers, you know, people not only for stocking stuffers, but people stock up for themselves. I know last year during COVID and especially people were really, uh, you know, not only where they had that dopamine flowing to buy for other people, but they had it flowing to just buy it for themselves because they, you know, it makes, makes people feel good when they buy things.Yeah. I mean, Facebook. Facebook suggested during the pandemic that we try to talk to not only the buyers person, their gifting, but to talk to the buyer themselves for themselves, because people were sort of, uh, rewarding themselves for such a tough year. But yeah, I mean, I think the buy one get one free thing is a really, is a really, really good one. And if you’re, you know, you don’t have to get, so, you know, people think that like you have to get so slick with these offers and you know, the truth is, is like the slicker. They are the harder they are to understand the heart of they are for your prospect to understand as well

Kevin: when you’re being bombarded with so many different offers during that time.

Jason: Yeah. So like, if someone’s like, you know, buy, if you buy this, you know, this Mike, this headphone and as this, this wire and this and that, and then we’ll throw in a free, this may get a little complicated, like, wait, I got to buy all this stuff just to, you know, so. Yeah, I mean, buy one, get one free, just the works and people are expecting that offer. They’re expecting huge discounts. They’re expecting buy one, get one free. So instead of trying to be cool or slick and trying to come up with your, you know, your own thing, give people what they want and they want, I’m sorry, go ahead. Yeah, no, no. I mean, and they, they want the deepest discounts possible.

Kevin: One of the best, but to your point about like the, you know, buy this, buy that, buy this, buy that, you know, you can still do those kinds of things, but make it simple, like.

Jason: Right.

Kevin: Well, yeah, I was going to move on to the next one. If you’re, if you’re good. I was trying to segway. I’m trying to be the host of the show if you don’t mind So if you do something like that, like Jason said, you buy the mic, get the wire, get the headphones, and don’t make them like, add all these different items to the. Put them all together, bundle them all together, make it a product, make it a skew in your system where you can show an overall value of each item and they just hit add to cart. It’s still the same concept that you wanted to do with buy this, buy that, get this, but you’re making it just simpler and you’re showing this massive value to them.

Jason: Right? So in other words, what you’re saying is I, I propose. My last example, as buying each of these individually. And I purposely did that because one thing, like you said, that works really, really well for us is bundling products together. So you could, when I, uh, from my example, you don’t want to do that. You don’t want to make them buy five or six individual products, but like Kevin said, what we see working really well is bundling. Several pot products into one bundle that it’s acting like one product on your website, rather than five or six, we found that, you know, everybody thinks or believes, I don’t know where this comes from. It’s probably comes from people who are, are not educated and they get on the internet and tell you. Things that aren’t really true. And one of those things is that everyone thinks like the holy grail to business is selling to cold traffic. Like, oh my God. Like if I could figure out a way to sell to cold traffic, I’m going to make it, you know, the truth is that it’s really your customers buying over and over and over again that make you the money. Right. And that’s where the concept of bringing people in or getting them to buy anything, to turn them from a. You know, somebody who’s watching on the sidelines to a buyer regardless of the cost of the product. And that’s why that’s so important is because it’s actually your buyers, the people who trust you the most, that are the most responsible for your business growing to astronomical numbers. If you look at apple, for instance, They make all their money from their customer base. I don’t even know what the percentage is of new customers that they get over a period of time. But my guess is that they’re making their money by selling me an apple watch by selling me an apple phone iPhone by selling me an Imam. Selling me a Mac book pro these are all items I have. Yeah. So they’re getting rich. Reselling to people that are

Kevin: already buying. And I can’t imagine how much they spend on upfront to get us to that point where we’re just that brand loyalty to them. And I didn’t like totally get that as much when I was in the agency, uh, until we started building our own product and ha and I, I was in the thick of things and I could see really closely this customer behavior. And now that we’re like two years into this journal thing, We could see, I keep telling you, I’m like, you know, these, these people who haven’t bought from us in a while, or we’re having such a difficult time getting them over that edge. Cause we’re, we’re, we’re creating new products for our business, but they’re designed for our existing customers. You know, we have this one hero product where we brought them in and they’re designed to sell to them. They’re not necessarily designed to bring to these brand new people who have never bought from us before.

Jason: Yeah. And I think, I think, you know, it’s really interesting that concept because, you know, if you, even if apple, if it costs them a thousand dollars to get someone to buy from them, that person’s gonna be. A lot more than that, that over the years to come. So getting back to the original premise, you know, bundling the idea of creating this perceived value, right? Like this perceived value that like, oh my God, I’m getting all these things for this price. Like, you know, that is something that’s worked really well for us. And we found. You know, if you, if you want that, if you want that cold traffic, uh, awareness or whatever, this is one way that it’s worked really well for us, the more we’ve bundled and the more value we’ve given people, the easier it is to get them to buy

Kevin: And I don’t know how it is for you, Jason. I imagine it’s the same thing. And when, when you’re a parent buying, you know, Christmas gifts or holiday gifts or whatever, there always seems to be some kind of. Theme behind the holidays. Like whether the kids are into roadblocks or they’re getting a new bike or they’re getting a new, uh, you know, a play, a video game system and things like that. I think parents out there, especially me, well, not me, cause I don’t really do it, but my wife is looking for convenience. She doesn’t want to go to target and get the bike and then go to like Walmart to get the helmet and then to, you know, Costco to get whatever. They’ll pay a premium. To have some And I think that’s what bundling products does. It puts it all together. You’re like, okay, you’re going to get a switch with two extra controllers. You’re going to get the charging base. You’re going to get the two video games. And then when you put all that, when you actually look at the offer, maybe from the outside, it’s like, If I just gave him 50% off of the game, like that might be a better deal for them. But when you put it all together, they’re willing to maybe get less of a deal. I think when you bundle them all together and just give them that sense of convenience where it’s like a one-stop shop kind of situation.

Jason: I mean, I think those are different buyers. You know, especially when I’m buying something that I don’t know anything about, I like suggested products. So like when we bought our golf simulator, you know, I defaulted to the salesman and said, look, whatever you think goes best with this golf simulator, throw it in. Right. Right. Like that’s how we did it. Cause we didn’t know anything about it. Right. Like we, we, we, we want. The sales guy to tell us what to add to it, to make our experience better. And I think that, you know, with products that you don’t know a lot about, that could be helpful. Um, you know, like we use the cell phone case example, but when you go buy a cell phone case, what is the next thing you need? You need a screen printing. Right. So if I buy a case and then they, they, they bundle a screen protector and now I feel like I don’t have to buy twice. I buy one time. Okay.

Kevin: Speaking of the, the, the iPhone and the apple and stuff. Sorry to interrupt you. But this is a side note, cause I just learn this about the app, the new iPhone, which is I thought was really cool. Is they have like the battery on the back or the charging of you have the hands-free charger, like on your phone, on your phone. And you can put it on a base and it just charges. Now they have like a portable battery charger. That’s like, you charge it up and then you can take it with you. And it just kind of like magnetizes to the back of your cell phone case. And it just sits there and it charges your phone with no wires, not even on the, because even when you do the wireless charging, you have to have the base thing plugged into the wall. This is a device that charges and can work independently of the wall. I thought that was really cool. As a side note.

Jason: You know, like your, this thing I’ve been using a lot for this, uh, this, this just, just

Kevin: battery thing. It’s like that, except there’s no wires. You just charge, like you charge a little block, stick it to the back of your phone. I thought that was cool. Anyway. Yeah.

Jason: That’s cool. Um, so yeah, bundling for sure. That is something that is something, um, that we found to be. Uh, works really well with even cold traffic. Um, everybody wants a deal. Everybody wants more for their money. So

Kevin: Jada, I mean, I think the other ones, the other ones too, it’s just like go along with like your bio and get one free is like you’re 50% off or more obviously the percent or more 50% off or more. Yeah. And that that’s going to work, you know, especially, I mean, you can’t do that, obviously, depending on your product, you know, the smaller type products are gonna. You know, you’re going to be able to do those kinds of things, but that’s very similar to your buy one, get one free because it’s, you know, buying two at 50% off. But, um, I think that’s a good one. Um, I think that also. Considering our experience over the last year with COVID and these supply chain issues it’s a lot of companies have started to like, have to charge for shipping and even increase their shipping charges. Um, which can be difficult, especially when you’re going against like an Amazon or something like that, or Walmart, where they can always do the free shipping stuff. So if you can even throw in some free shipping, I think that could, that could really help too. Cause you are competing with those big guys. Yeah.

Jason: I mean, one, one thing that like, Um, is interesting with, uh, with that is that people are really starting to, because supply chain issues are happening. They’re willing to like, kind of go outside of their normal buying behavior to get what they want when they want it. Because Amazon has trained us to get our stuff ASAP. So. They, they have trained pretty much everyone that like, they want things quick. Li uh, but now it’s supplying shape, change chain problems. People are getting a little bit, you know, like, like shit, like, okay, I’ll pay the $5. I know I’ll get it in two weeks. Whereas. You know, and I find even when Amazon, like, I pay for prime and it’s not really like two days anymore. Like sometimes it’s two days, sometimes it’s three. Sometimes it’s like, so people are starting to get a little bit more flexible with that.

Kevin: And people are aren’t with the sh for the free shipping. It’s not as attractive almost to the fact because. They’re just expecting it. So when they see it, they’re like, what do you mean free shipping? I get free shipping all the time. So what’s the big deal. So, I mean, I think it’s just like an added thing that you could throw in that that would help.

Jason: Yeah. And here here’s another thing Kevin, about, um, about offers actually that I was just thinking about while we were talking. You know, it’s the, the idea of your bonuses being worth more than the product and what that means. So let’s say you have, um, I dunno like this Yeti, right? You’re going to go buy a Yeti. The Yeti is $30. Okay. Now let’s say you want to throw in a $300. Yeti, you know, the, the, the big Yetis, like you put beers in them and stuff like 300 bucks or wherever they are. So let’s say you go by, this is like a really extreme, but just, just the point if you buy And this mug is $30 and you want to throw in that $300 cooler. Okay. So that’s a $330 retail price. Okay. Right. Now you can discount that. Let’s say you’re selling it for 2 69 right now, when you add those, the cost of those two goods, maybe your margins are 70% or 80%. Whereas when they’re separated, The margins are smaller, right? So if you add what I’m trying to say is that when you add this big cooler in which you know is $300 and then the, the mug is $30. So, you know, you’re going to normally pay 330 now from the buyer’s perspective. Oh, wow. I’m going to get all this from. You know, 2 79 or 2 69, right. In my head, I’m like, oh my God, this is a huge deal. But from Yeti’s perspective, it may have increased their profitability because one that $300, uh, uh, cooler has a bigger margin attached. And you can sell more of them sorta speak. So the idea is the psychological part behind it. I don’t know if that was clear, but basically what I was saying is that the more you can bundle things and ask for close to the same amount of money, because it looks like a bigger deal, even though it may even be more profitable for you. I don’t know if that makes sense, but that’s the idea is that bundling two things that that you can discount. But then our more profitable, because that second product

Kevin: makes you more money. Yeah. Like you said, it’s just like a, it’s a whole psychological thing. And when you’re thinking about it, like, well, I can, what if I just give the Yeti for 50% off and the cooler 50% of. hundred dollars off. Right. You put them together. You can give less off, but it seems like you’re getting more. It’s just, it’s a whole psychological thing. It’s like what’s up. Yeah. Oh, by the way, Yeti has, I mean, every time I go to Dick’s, Yeti’s the area of the store that Yeti takes over as bigger and bigger. Every time I see that place, they have, they just continue to come up with little, like, there’s just like one of those brands. It’s just like a dog bowl, right. A sippy cup top. Jesus. You know, what’s

Jason: interesting, man. Um, I don’t know if you were with me. I played in an outing last year or this year or something, and I got a knockoff of a Yeti and it’s not even a knockoff, but it’s just another brand, like a cheaper brand. And I’m sorry, like it works just as well as a Yeti. Yeah, of course. Like I put a top on it and close it. It stays, it stays

Kevin: the same shit. It’s the same shit. Matter of fact, probably comes from the same plant.

Jason: Well, what’s even funnier is that the Getty top fits on it. So like, I’ll just buy it, like instead of going to buy another Yeti. Cause I lost one of them, fucking $30 thing. I’ll just buy a top and put it on that and make me feel like it’s a Yeti,

Kevin: you know? Totally.

Jason: I, uh, I think the moral of this cab is that there are some offers that just work and it’s mostly the psychological ones that pull on those sort of, um, emotional strings. Like, you know, I know I don’t mean to be pick on women, but I know my wife, um, the psychological part, the way she shops is like, well, if I. You know, 50% off of everything that I buy. And then, you know, I just saved like, no, actually, if you didn’t buy it at all,

Kevin: you have missed it. You just get twice as much. If everything’s 50% off, you can just buy twice as much, right?

Jason: Yeah, no, no, no. How much it’s like, we don’t get it. And now we just say a hundred percent. Um, but yeah, I mean, I think another thing to do, Kevin, I’m not, I’m not going to extend this any longer, but another thing you can do. Is see what other businesses are, are doing. And if you see patterns, you know, you don’t have to reinvent the wheel. You know, uh, I would stay away from looking at bigger brands because bigger brands get away with things that smaller brands can’t right. And bigger brands have enough money to waste on things that don’t work. Um, You know, we as small business owners, don’t ours has the work the first time and, uh, you know, coming up, you know, with these type of offers, they just work and, um, it’s what we’re going to be doing. I mean, we, we do it. I mean, we’ll be doing it this

Kevin: We practice what we preach. All right, guys. Thank you so much for listening as always, you can check us out at ecommerceuncensored.com. Remember hit the subscribe button and we’ll talk to you guys real soon.

Jason: Later

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The post EU238: Black Friday/Cyber Monday Offers That Just Work appeared first on eCommerce Uncensored.

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