Hello my friend,
Some years back Amazon launched “Kindle Singles”, e-books that are shorter than full-length books and longer than magazine articles.
It was an idea that had never been tested before, and fourteen months later the Wall Street reported that Amazon has sold over twenty lakh Kindle Singles.
Once you choose an item to add to your cart, Amazon immediately goes for the upsell by giving you a menu titled, “Customers who bought this item also bought…”
One list says, “Recommended for you” and the other is a list of “Best Selling Titles”. Below that is another list that says, “Your recent history”.
Whether you purchase more here or not, you then receive an email that says something like, “Customers who have shown an interest in (whatever-you-just-purchased).
In the course of ten minutes or less you are given a minimum of five opportunities to purchase more.
Look around and you will see other examples of how businesses offer upsells too.
For example, McDonald’s convinced lakhs of customers to spend an extra ₹20.00 for an extra-large drink and French fries by adding the words, “Would you like to make it largesize?” Seven words and they added corers of rupees to their bottom line.
Surprisingly, many businesses still don’t have upsells built into their marketing plan. Often the reason for not including an upsell is the fear of being too pushy or scaring customers away.
In reality, upsells are often perceived as good service. People view them as being helpful and a sign that the company wants you to get what you truly want.
I have been doing some upsell testing myself.
My goal is just to add additional revenue and get additional tools into the hands of new customers in order to speed up their rate of success.
For a long time I didn’t make additional product offers to my new customers during their first 60 days as a member.
With our new strategy in place, I have seen a 150% increase in customer value by changing my initial offer to include an upsell.
Like Amazon, I have added upsells that complement the purchase that are just made. Here are some tips for adding your own upsells to your business:
- Look at the tools, products, and services you already have in place.
If you have lots of products and services, narrow down your offer by matching the item your customer bought with products that match that category. For example, I categorise my products by beginner, intermediate and advanced as well as by topic such as marketing, goals, and sales.
We choose to focus on a beginner marketing product for our new member sequence because we felt this best complemented the goals of new members.
- Offer products or services that will help your customer be more successful
Choose the best product you have that will help your customer reach his or her goals.
In my case, I wanted a tool that would help new members experience marketing success as quickly as possible. Dynamic Marketing was one of the tools that first brought them success, so that was a natural choice.
If you don’t have additional products of your own, consider becoming an affiliate for a complimentary product. For example, if you are selling an exercise program, you might consider teaming up with a nutritional company to compliment your program and help your customer reach success faster.
- Make additional product or service suggestions after every sale.
A percentage of people already want to buy more from you. Often times the reason they don’t is that they don’t know what they should buy. They either aren’t familiar enough with what you offer, don’t know what would be most beneficial to them, or are overwhelmed with the choices available.
By making product suggestions through upselling, it helps customers know what your recommendations are when they are ready to take the next step. So whether or not they are ready to purchase now, when they are ready, they will already have an idea of what will help them.
- Add urgency.
By adding a “package discount” that can only be received if they purchase your upsells right there, you add urgency to your offer.
The key here is to have an offer that won’t be repeated and has a deadline on it. Once the deadline has expired, it’s important not to repeat your offer so that urgency in future offers is not diminished.
- Include a guarantee.
If your customer is asked to make a quick decision about a purchase, including a guarantee will help remove the risk of taking your offer, making it easier for a customer to accept it. For instance, remind your customer that you are taking all the risk and that they can get their money back if they are not 100% delighted in what they receive.
If you are not currently offering your customers additional choices after they make a purchase, make a plan to do so today.
You will not only increase your immediate sales and long-term value of your customer, but you will be giving better service and help your customer get what they really want from you.
P.S.: If you are looking for ways to build a long-lasting relationship with your customer and build up a list that buys from you again and again, you will want “Grow Your List”. Hop in here: https://headway2success.com/grow-your-list/
is a direct response marketing strategist, helping people in just about every category of business turn their ideas into fortunes. Ashish’s approach is simple and refreshing and enriches those who act on his advice. If you want Ashish to personally design your marketing funnel that brings in more money, click here