Sales patterns

Summary:

Johnson boxes are the way to stress certain information in the web layout that is known to increase conversions/sales. Johnson box is pretty much "cutout boxes" of the traditional media – magazines and newspapers.

Name of the pattern:

Johnson box

When to use this pattern:

When you want to increase conversions (sales, opt-ins) produced by your sales letter of name squeeze page.

How to use this pattern:

Summary:

Upsell is generally making an additional offer to the customer who already placed an order or about to do so.

Name of the pattern:

Upsell, up-sell

When to use this pattern:

When you want to increase revenue per sale

How to use this pattern:

In Internet marketing that most popular form of upsell is an offer on the thank you page after precious transactions is completed.

Attribution:

Summary:

In a nutshell, "Pile the Stuff" is a sales anti-pattern when "Pile-the-Value" pattern is taken to an extreme and incorrectly.

Name of the pattern:

Pile the Stuff (there are also some less politically correct names for it)

When NOT to use this pattern:

Ever, unless you have some a very special market. Yes, that special meaning of "very special".

How to avoid this anti-pattern:

• Keep bonuses relevant.
• Keep bonuses quality.
• Keep number of bonuses reasonable.
  

Summary:

"Pile the Value" is a sales patterns to increase sales and reduce returns. It's about giving so much value (in a form of bonuses) that prospects are willing to pay the price just to get the "free" bonuses.

Name of the pattern:

Pile the Value

When to use this pattern:

When you want to increase sales and reduce returns.

How to use this pattern:

Summary:

"Risk Reversal" is a sales/conversion pattern to increase conversions by removing or decreasing the inherent risk of the offer.

Name of the pattern:

Risk Reversal

When to use this pattern:

When you need to increase your conversions/sales, especially if risk reversal is already embedded into laws and your contractual obligations, and all you need to do is to call it out.

How to use this pattern:

Summary:

"Call to Action" sales/conversion pattern comes from pre-Internet age and basically part of the message (marketing or not) that calls the audience to take a specific action.

Name of the pattern:

Call to Action

When to use this pattern:

In every message (sales copy, sneeze page, review, video,…) was created to stimulate some action: click on a link, opt-in, order.

How to use this pattern:

Summary:

"Move the Freeline" is a sales/conversion patterns designed to improve conversions, whether that's opt-ins or orders by giving away what your competition normally charges for.

Name of the pattern:

Move the Freeline

When to use this pattern:

When you need to improve conversions, especially, if due to increased competition in your niche.

How to use this pattern:

Summary:

“Thank You Page Intergration Marketing” is all about integration of your sales message into other people “Thank You for Subscribing” pages.

Name of the pattern:

Thank You Page Integration Marketing
a.k.a. “Integration Marketing on Steroids”

When to use this pattern:

When you want to get affiliates who will really drive the traffic for your site, because they already have that traffic and don’t use it yet.

How to use this pattern:

Summary:

Survey Prequalification pattern is about making your first contact with a prospect a survey (with or without opt-in), which sends him to different sales letters depending on his answers.

Name of the pattern:

Survey Prequalification

When to use this pattern:

When your target group is clustered and may respond much better on the sales letter targeted to much smaller subgroups. Also, surveys generally increase conversions.

Summary:

Survey Sales Letter pattern is basically about using a simple survey instead of or in support of a sales letter. It's a good idea to anchor it properly and reinforce with some other conversion patterns.

Name of the pattern:

Survey Sales Letter

When to use this pattern:

When you want to increase conversions.

How to use this pattern: