Sales Copy Crafting Irresistible Offers 4

Question 1

What is the primary function of a 'price justification' section in a sales offer?

Accepted Answer

To show the prospect why the price is fair relative to the value delivered

Answer

Price justification frames the investment as logical and worthwhile by comparing it to the cost of the problem or alternatives.

Question 2

A marketer frames their $997 course as 'less than $3 a day.' Which cognitive technique is this?

Accepted Answer

Daily rate reframing

Answer

Daily rate reframing breaks a large price into a smaller, more digestible unit to reduce sticker shock.

Question 3

Which of the following best describes a 'conditional close' in offer copywriting?

Accepted Answer

Asking the prospect to agree with a premise before revealing the price

Answer

A conditional close gets the prospect to mentally commit to the solution before the price is revealed, reducing price resistance.

Question 4

What makes a testimonial most effective when included in an offer?

Accepted Answer

It is specific, names real outcomes, and comes from a relatable person

Answer

Specific testimonials with real results and relatable demographics are far more persuasive than generic praise.

Question 5

In offer design, what is the purpose of a 'negative reversal' (also called 'take-away selling')?

Accepted Answer

To increase desire by suggesting the prospect may not qualify

Answer

Suggesting that the offer isn't for everyone or that the prospect must qualify triggers reactance and increases desire.

Sales Copy Practice Test