HOW TO SELL SOMETHING INFOMERCIAL STYLE

How to sell something infomercial style.

An infomercial is a TV commercial that urges a direct response from the viewer. It is one of the most effective ways of selling a product on television as the sales happen directly during or after the airing and therefore the effectiveness of the infomercial can be measured on amount of sales.

The infomercial is designed to play with the psychology of the audience. It is a very effective way of selling since its foundation is based on entertainment and its focus is on problem solving.

There is a specific method for selling through infomercials that has been polished and is proven to work.

There are specific sets of steps that need to be taken in order to maximize the effectiveness of the infomercial. The steps are:

1. Entertain. Do not appear to be selling something to the audience but rather focus on entertaining with your pitch.
2. Problem - Solution. Point out a problem that the average person can relate to, it doesn’t have to be anything major but something that can feel annoying to the general public. Once you have established the problem show them how your product solves it and eliminates the annoyance of it by making the people’s life easier. Establish a reasonable price that people are willing to pay for this product.
3. Cut down the price. This is where the psychology comes to play. In the previous step you have inserted a benchmark prize on the audience’s head for the value of the product. This step is designed to shatter that benchmark and create the illusion of the price being  a great deal for the buyers.
4. Throw something else for free. If step three created the illusion of bargain, step 4 is designed to reinforce that idea. By throwing something for free you make the deal that much more attractive.
5. Juice up the deal. This step is usually where the infomercial presenter will say something like “but wait, there is more. Call now and you get a second set absolutely free!”. It is at this point that buyers have eliminated all their resistance to the purchase and are absolutely convinced that they need the product.
6. Show how it works and how it fits their routines. For those few that are still not convinced, this is really where you sell the product itself versus using psychology to get people to buy.
7. Close the deal. This is where you show the methods of purchase and the contact information. It is the last step for selling infomercial style.