The phrase denotes a persuasive tactic, usually employed in gross sales or advertising, the place further options, advantages, or gadgets are provided to a possible buyer after an preliminary settlement has seemingly been reached. A standard instance includes an infomercial, during which 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 method is important as a result of it capitalizes on the sunk value fallacy and dedication bias. By initially securing the shopper’s curiosity and implied settlement, the added parts make the general provide seem considerably extra useful. 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 embrace enhanced buyer engagement, elevated order worth, and the creation of a way of urgency.
