Brick and mortar shops have been doing it for a long time. They have the more expensive items featured at or near the front of the store with the less expensive stuff put all the way in the back of the store.
The idea is that the customer gets to see the good stuff first, packages with more features, more add ons and frills long before they get to the back of the store where the least expensive stuff is. They do this because they know that a lot more stuff will be sold from the front than the back because people are often in a hurry and will be more likely to select a more expensive version of something if it’s the most convenient one.
The way to approach this in internet marketing is to have two versions of a product. One that is the premium package with more features, benefits and extras for a higher price and the more basic, stripped down version that doesn’t have the extras.
Advertise the more expensive package early on in the copy. Walk the customer through all of the benefits and then, after the sales form for the larger package, offer them the smaller package at the lower price with fewer features.
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