Your Road Map
“The Up-Value™ Concept”
Communicating your offer into the market place can be expensive. You must convert responses into profitable sales to achieve real ROI. To do this, your offer and sales strategy must be congruent and lead prospects to a buying decision.
The Up-Value™ marketing & Up-Value™ sales processes were developed together for the purpose of having a simple and methodical approach to bringing in more clients and selling them longer-term & higher-value programs.
The Up-Value marketing strategy uses a “Free” offer to bring new clients through the door. Then, the Up-Value sales process increases the value of the offer to advance the client to a higher level of purchase.
Up-Value™ 1. A process that offers more value, not cheaper prices, to motivate the buyer(the antithesis of up-selling.)
2. A process that delivers greater value than what was anticipated, promised or expected.
3. A process that sequences the marketing strategy with the sales effort resulting in more
clients, increased closing ratios, and greater dollar sale.
For example: “1 FREE Week of Tanning” is your offer. When someone responds to the “FREE Week” offer, sales takes over and offers 2 FREE Weeks, 4 FREE Weeks or up to 8 FREE Weeks of tanning - All depending on their membership level. This concept of “giving to receive” takes an unconditional offer and Up-Values it to a conditional offer by giving more “FREE” as the motivator in the sales effort. It's called “Selling the FREE.”
There is no need to discount prices to motivate the buyer, as in the up-sell model. When you discount you’re giving away real dollars, when you Up-Value, you’re giving away cost. Yet, the consumer perceives full retail value as their incentive to buy!
Not every industry, product or service can use the Up-Value™ concept in all of their marketing and sales efforts. But there are lots of ways to increase value that don’t require lowering your prices. Remember, if you can take “50% Off!” as your marketing incentive, you can give “100% More FREE!” (It’s the same math!) Which sounds better? The difference is you get the full price and give away only the cost. Call UV Marketing Group today for your Free Up-Value™ marketing & sales assessment.