17: Stop the Discount Spiral: How to Drive Sales Without Slashing Prices
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17: Stop the Discount Spiral: How to Drive Sales Without Slashing Prices
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In this episode of the Product Growth Lab podcast, hosts Andrew George and Melissa Pikul discuss why business owners don't need to rely on discounts to increase sales. They emphasize that discounts can undermine profit margins and train customers to wait for sales. Instead, they introduce the BUS framework—Bonuses, Urgency, and Scarcity—as more effective strategies. They explain how adding bonuses, creating urgency, and establishing scarcity can make offers more appealing without affecting profitability. The episode provides practical examples and encourages listeners to test these tactics in their own promotions.
Resources Mentioned:
Facebook Group
Flash Sale in a Snap Workbook
Membership Waitlist
00:00 Welcome to the Product Growth Lab Podcast
00:34 The Myth of Discounts for Sales
01:10 The Downside of Frequent Discounts
03:49 Introducing the BUS Framework
04:31 Using Bonuses to Add Value
08:23 Creating Urgency Without Sleaze
13:04 Leveraging Scarcity Effectively
14:00 Limited Edition Products and Scarcity
15:49 Combining Bonuses, Urgency, and Scarcity
16:54 The Value of Free Gifts
18:58 Overcoming Product Perfectionism
23:02 Challenge: Run a Promotion Without Discounts
25:42 Final Thoughts and Encouragement