copy this tactic from Amazon and BLOW UP YOUR BUSINESS!

They're the most reputable company in the world. I don't know about that, but it's probably true because Alexa's listening. I don't know if you've got this picture yet.

Hey everyone, it's Mike Andes and today we're gonna actually look at Amazon and diagnose everything that they do to sell tons of product and how you can use it in your small business to sell more products and services to your customers. Let's go ahead and jump in. We're gonna look at stand up desks here on Amazon. It's a beautiful thing. The first thing I want you to take note of is this little thing called a limited time deal. Alright? This is, it's the first thing your eye goes to. Once you search here for a stand up desk on Amazon, a great option for you and your business is to do things that are limited time deals. There's a certain amount of scarcity when, my goodness, it's 54% off. That's crazy. Now I don't recommend doing that when you're really busy and you have a whole bunch of work coming in and jobs are flying off the shelves, as it were. However, 54% off will absolutely grab customer's attention. And you can do this if you have excess inventory or services that you don't really want to provide and you get rid of inventory. This is a great option, 54% off. Why does this work? Cause a limited time, it creates scarcity and it allows me to discount and get the customer in the door. The next thing is if we scroll down is a bestseller. Another little icon here, Amazon's choice. Like who wouldn't trust Amazon? They're the most reputable company in the world. I don't know about that, but it's the best seller. It's Amazon's choice. Like who wouldn't trust Amazon? It's a joke. All right, so what are we looking at here? We're looking at for things that are grabbing the customer's attention and more importantly, recommendations. If you are a professional in whatever industry, well, I don't care of your mowing grass, trimming bushes or you are putting on roofs or building fences. You are an expert and if you recommend certain things, customers are going to listen. So do you give your recommendations in a professional manner where people are like, I should probably listen to the guy who mows lawns every single day for the past 20 years. He might know a thing or two about what type of treatments I do on my lawn. So what should I do? As the Provider, I should have recommendations and packages that I recommend for, for their type of soil, their type of grass. These are all things you can do in the home improvement industry. You can learn from people that probably spend billions of dollars trying to figure this stuff out and getting all these little buttons just right and just emulate exactly what they're doing. So recommendations, what you recommend as the professional is a great way to sell more product. Okay, so let's just go ahead and click on this first one right here. And the first thing I'm looking at is the fact they have 4,490 ratings and 178 answered questions. And I can literally scroll all the way to the bottom here and I can actually start to read their responses to customers. And this is exactly what people are doing when it comes to your Google reviews, your Facebook reviews, any sort of online reviews is a great opportunity for you to respond. Literally 4%, probably hundreds of people have given this thing a one star review. And your response to how negative feedback comes to your business is extremely important. Because if when I'm looking here, guess what I'm like, okay, same 74% of our pause all these five star, oh, guess what I'm gonna read? I'm gonna read the one that says do not buy because it's a one star and it's the 4%. And so what you gotta look at is like, okay, first and foremost, ratings and reviews allow those things to happen. Try to facilitate those. And the negative ones are the first one customers are going to read. So make sure you respond really well and answer the questions that your customer has about your product and service. Have a blog, have a newsletter, have something that educates them in the follow up process to a quote once you give it to them, educate them about the process of the sale and educate them about how things are going to work. This is all part of answering questions and building that feedback to sell more product. Okay, we're done with standing desks cause Covid is over and we have moved back into the office. So we're moving on to leather jackets. All right, so now we're looking for leather jackets here on Amazon. Great. Looks fantastic. Oh my goodness, coupons. Look at this. Save $10 with a coupon. Oh my goodness, this is fantastic. So coupons actually still work. All right. Again, you'll notice that not every single product on Amazon has a coupon or a bestseller or an Amazon's Choice. It's maybe 1 out of 10 to 15 different products that they're gonna actually stick a label on. With a coupon or some sort of a discount. So I don't recommend you discount all the time and be the lowest cost provider, but you can absolutely, 1 out of 10, 1 out of 15 times, offer some sort of promotion to get customers in the door, into your database, into your CRM so you can actually continue to sell them again and again and again. Alright, so we're gonna go ahead and open up a leather jacket. Of course it has to be yellow. Of course it's a leather jacket. It's a beautiful thing. $55. What a steal of a deal. I'm saving 21% is 8300 ratings. It's a beautiful thing cause it's yellow, of course. Now the thing I want you to notice here is the fact that you have urgency. Look at this. Free delivery is gonna be coming this Sunday. Now only if I order within the next five to 18 minutes. Now, it's going to be free no matter what. I can promise you that. However, if I order within the next five hours, that is the only time they can guarantee that the free delivery is gonna come next Sunday. So this is the deal. This creates urgency. When it says order within a certain amount of days, this is gonna be free shipping tomorrow and the day after and the day after that guarantee, you could have prime. However, if I want to get this deal for on Sunday, I've got to order within the next five hours. And this is a way to get customers to make a decision. And this is what you want to do in all of your sales processes, have a time when your estimates cancel. The estimates go bad. They are null and void after 30 days, seven days, whatever. It is a way for you to follow up with the customer and say, hey, Mr. Jones, I sent you this proposal. It's going to be goodbye, bye, bye in seven days. Do you want to accept? It's just a way to create urgency on the product and service. Is this leather jacket gonna have free shipping tomorrow? Yes, but if I don't order it within the next five hours, it's not gonna be here Sunday and so I better buy it quick. So these are ways of creating urgency. And you can do this by making sure your proposals, your estimates, your offers have some sort of limited time or time that they expire. Now you'll notice that this beautiful yellow jacket, of course it needs to be in size, small, because I don't know if you've got this picture yet, but I need small and it's in stock. Okay, that's fantastic. Now what you'll notice sometimes Here on Amazon, it'll say, like, three left order soon, one remaining, last one in stock. What is that doing? It's also, again, creating scarcity and urgency to buy the product. Because guess what? If I wait one more hour or wait two more days, I might not be able to buy it. And it might not be a small, it might be a medium, it might be too big, and I might have to send it back. And so this again, creates urgency and scarcity where. Which allows your customer to make a buying decision. People need pressure deadlines, and they need to have accountability to make decisions. So either you as a salesperson are going to walk them through that process, or you need to have systems like expiring estimates, limited time offers, a date at which they no longer get a discount. Like, I'm fine with discounting. If you need to put jobs in the schedule, you say, hey, I'll give you 10% off. But it has to be done next Thursday. It cannot be like, oh, just indefinitely. 10% off. Oh, yeah. And the other thing you want, the other estimate, that that's gonna be 20% off. Oh, and then guess what? They're gonna expect 20% off when you're really, really busy and you can't afford to have a discount. So don't get in the habit of discounting, but you can use discounting as a way to create scarcity and close the deal. All right, we're gonna look at some more of these tactics that Amazon is using, but you can rip off in your small business by looking at something very sexy. Toilet cleaner. All right, These toilet tab cleaner things, I love these. Now, all the plumbers out there that are saying, this is bad for porcelain, it's gonna ruin all the internal components of your toilet. Okay, you might be right. I have had one toilet go down in the gym, and it possibly could because we're using these toilet cleaner tablets. However, when you throw these bad boys in the back of a toilet, it makes the water go blue and clean, and people love it. So I've used these, and this is what's really cool. Look at this. Another thing that you can do in your small business is having bulk discounts. So if someone orders one, great. If they order two, cool. But if they order three, they get 20% off. If they order 10, they get another 15% off. If they. These are ways of doing bulk or packages that allow people to get price discounts. This could be where you package your services together in order to give them a better price. If someone is price sensitive, it's not Necessarily that they need something cheaper. It might just mean that they want to see better value. So what do you do? You create more of them. You offer more. Yay. Mr. Jones, I know you thought that one trimming was too much per year for $200. So what we're going to do is we're going to sell you three for 500. So you actually sell more services. You, you get more revenue, but you just package it together and you create more of the same thing for a better value to the customer. Some customers will love it and they will buy. Now another thing I want you to take note of is the fact that they do subscriptions. Look at this recurring delivery right here. How can you have recurring products and services? Oh, man. I think someone talks about recurring services quite often. Yeah, Amazon pushes this massively and that is they're going to give you a big discount if you get a recurring delivery. You commit to getting this product every single week, every single month. Because recurring services, recurring products and recurring revenue is the name of the game and Amazon knows that. So when it comes to your business, how can you make some sort of recurring revenue stream that is going to incentivize customers to buy every single week, every single month, or every single year instead of once off one time? This is a great opportunity to get them on a subscription. I don't care if you're an E commerce, I don't care if you're selling products online, if you're selling retail, if you're. How can you package things together and sell them on a subscription a recurring basis? This is the name of the game and it allows you to make recurring dependable income for your small business. Now the last thing that Amazon does that I think is genius. There's a whole bunch of them, I'm sure. But this is another one that I like to think about and that is bundling of services. I kind of alluded to it already, but down here, frequently bought together. Of course it's frequently bought together because we have an algorithm and we know exactly what you buy. We know exactly what you breathe, eat, sleep, and what you say. I was about to say in your sleep, but that'd be kind of freaky. But it's probably true because Alexa's listening. And so here we got frequently bought together. These are things that are packaged together, different services and products. Now you gotta ask yourself in your small business, what products and services could you bundle together? Could you bundle bush trimming with lawn care? Could you bundle lawn care with treatments? Could you bundle treatments with mulch installation. Could you bundle mulch installation with weeding services? These are all things that you can package. And if someone wants one service on like home improvement, they probably need a bunch of other services. If they're the type of person that doesn't mow their lawn and hires you, there's probably a good chance they also need someone to trim their bushes and clean out their gutters and do their pressure washing and all these other services. So the question is, how can you bundle these things together and say, hey, by the way, Mr. Jones, we mow your lawn. I wonder if you'd be interested in a bed maintenance package or potentially a bush trimming or property cleanup or a leaf cleanup package. These are all ways of doing this frequently but together. Hey, Mr. Jones, most of our clients that do lawn care also enjoy our leaf cleanup packages. Would that be of interest to you? These are awesome ways. Doesn't cost you any more. It doesn't cost Amazon anymore to put in here all these other things. What are the. We got refills. We got a toilet cleaning system, disposable toilet cleaning system from Clorox. Like, I'm not gonna buy this. And most of your customers won't either. But when you're trying to upsell, that's what these are, upsells. When you try to upsell a customer, it not cost you anything incrementally more to just throw an extra item on the estimate, give them another option, try to sell them in another product line or different service. So these are all things that you can use from Amazon to increase your small business. I don't care if it's services, I don't care if it's lawn care, bush trimming, I don't care if it's fences, I don't care if it's contractor cleaning, gyms, whatever it is, this works. And this is why Amazon has been successful. These type of sales tactics is what makes them successful. And I promise you, if you institute them in your small business, you'll be more successful too. I also promise if you click this video here, you won't be disappointed. I don't know what this video is going to be, but it's going to be great. So you better click on it. I'm Mike Andes, founder of Augusta Lawn care. We have 100 plus locations around North America. I'll see you tomorrow.

How's that for energy?