The phrase denotes a persuasive tactic, typically employed in gross sales or advertising, the place further options, advantages, or objects are supplied to a possible buyer after an preliminary settlement has seemingly been reached. A typical instance includes an infomercial, wherein a product is offered, after which, simply because the gross sales pitch seems to conclude, the presenter exclaims, “However wait, there’s extra!” adopted by the announcement of additional incentives.
This system is important as a result of it capitalizes on the sunk price fallacy and dedication bias. By initially securing the client’s curiosity and implied settlement, the added components make the general provide seem considerably extra invaluable. Traditionally, this technique has been prevalent in direct response advertising, dwell demonstrations, and door-to-door gross sales, proving efficient in rising gross sales conversion charges and perceived worth. Its advantages embody enhanced buyer engagement, elevated order worth, and the creation of a way of urgency.
