Packaging for Profits

Packaging for Profits

Are you looking for a way to get new customers to order, and to increase the average amount of the orders you receive? Try packaging your products together in combos at a special price.

I was looking at the products offered by one fitness guru. You could buy one video, or one piece of equipment, or you could buy a package that combined several related items. You can save money buying the package compared to buying each item separately, but the reality is that most customers probably wouldn't have purchased all of the products separately. By offering them as a specially-priced package, the guru sells more than she would otherwise.

A day spa advertised a special group of services available at a package price when you bought them together. They upped the ante by raising the price each month. Buy before March 31, and get one price. Buy before April 30 and the price is higher. Wait until May, and the price goes up again. You didn't have to use the services that month, but you had to make the commitment and pay for them.

Your offer should combine popular products and services, and give customers a price break. You might also include a product or service you want customers to try, that they might not buy on their own. Of course, once they try it, they will know that they can't live without it!

To create a sense of urgency, you may want to put a time limit on the offer (e.g., Say that the offer expires 5/31/03, or use time-sensitive pricing as the spa did).

Your offer might also include something only available in the package. For example, buy these two books and get an audio CD free. The audio CD might be something that is not available elsewhere and can't be purchased by itself. 

When customers want to buy from you, give them a reason to buy more!

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