What a 1990s Infomercial Taught Me About Online Sales

Remember those late-night infomercials?

Guys in oversized suits yelling into the screen:

“But wait—THERE’S MORE!”

Selling knives, hair loss treatments, or miracle blenders.

I used to laugh.
Now I study them.

Because those over-the-top pitches were built on principles that still work online:

1. They sold ONE clear benefit.

It wasn’t “our product has 17 features.”

It was:
“This knife cuts through a shoe.”
“This cream gives you hair in 90 days.”

No confusion. Just a clear win.

2. They created urgency.

“Call in the next 10 minutes and we’ll double your order.”

Now we use:
“Only 5 spots left.”
“Applications close Friday.”

Same psychology. Different medium.

3. They leaned into emotion, not logic.

They didn’t start with specs. They started with pain:

Tired of looking in the mirror and hating what you see?

Boom. Hooked.

Now think about your current sales process.

Is it this clear?
This emotional?
This simple?

Too many founders complicate the sale.

Your offer should be obvious. Your outcome should be visceral.

When you get this right, your sales process starts working before the call.

Want help packaging your offer like a pro…without sounding like an infomercial?
Reply to this email and let’s talk through your pitch.