Strategy number 26. Default to yearly.

The last three items here are all a nice little set.

We've talked about payment plans, we've talked about incentivizing the pay-in-full options.

Now let's talk about suggestive selling.

Whenever you're using payment options, you've got to steer customers toward the option that you want.

So, if your offer has a pay-in-full,

a three-payment plan, and a seven-payment plan, your customers are likely to choose whichever option

is selected for them when the page loads. This is even more true if your payment options are

more like tiers or bundles, like the SamCarp pricing page where customers can select between

our three different

plans, launch for $49 a month, grow for $99 a month, or scale for $199 a month.

Other examples here include those whose offers have different bundles, basic, pro, and premium.

However you're using payment options, it is critical to push

customers towards the option you want them to choose. It's why when you go to check out any software

product, they have a plan that is marked recommended. They're preceding the idea that there's

a correct option to pick. We ran an interesting split test not too long before writing this book.

Previously, our pricing page would default to selecting Sam Cart launch, our cheapest plan.

It was a safe assumption, right? People will self-select a higher plan if that's what they need.

But in doing that, we also just flat out forgot one of the core principles of conversion people want to be handheld they want to make the decision to buy on their own or at least feel like they did and then be told what's best by you from there so what did we do well we switched the default option from launch to Grow, the $99 a month plan.

SamCart Grow is our bread and butter plan.

It has all the best features that really can move the needle for a creator.

All we did was use the little URL parameter, question mark, option equals 2.

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