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Payment Terms
Help to clarify the value proposition :
Can depress or stimulate response
Knowing your customer includes knowing their preferred payment method - helps improve response rate
Most of today's direct & online sales are made by : credit card, debit card or a payment system (f.ex paypal)
Payment Term Offers
Extended payment terms :
- Installment payments
- Bill me
- Free trial or freemium
In B2B markets, "open account" is offered by some, but credit and debit card are offered by most
Home office today treated like consumer market
Incentives
Incentives help to overcome response resistance
Incentives are an inducement to buy - a part of the offer that acts as an enticement or "sweetener" for motivating response
Incentives can include : gifts, discounts, coupons, free information, contests or sweepstakes
Incentives can be promised before a purchase, with a purchase or after a purchase
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