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Free Extras

 

DisciplinesMarketing > Pricing > Free Extras

Description | Example | Discussion | See also

 

Description

When selling, one way making things appear to be particularly good value is to offer 'free extras'.

You can keep the main item at the original price or have sale pricing on this too. Show the free items separately, describing each in enough detail to allow the customer to linger on the item while realizing that it is free. The 'quoted' price may not be what the items will actually sell for, so long as it appears credible (and is legal, of course).

Another way to sell free extras is to let the sales person introduce them as apparently negotiated inducements to close the deal.

Example

A store gives away a free tie with every two shirts sold. For five shirts, you get three ties.

A warehouse selling white goods allows its salespeople to offer free delivery and installation to help bring in customers who are prevaricating. They also offer a free first-year guarantee in the hope that customers get used to this idea and subscribe to future insurance.

Discussion

When a customer is uncertain whether to buy something, giving them something extra can tip the balance into closure. One way to do this is to give a discount. Another way is to give something for free. The principle of free is very attractive as a persuasive principle as it both appeals to greed and allows the customer to at least try the item without taking any risks.

The actual value of the free item need not be high, as the idea of getting something for nothing attracts the attention so much that the price, and even whether the item is wanted or not.

See also

Free Pricing, Discounting

 

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