Increase Your Sales by Upsell

If you’re not Upselling your customers, you’re missing out on an easy Internet marketing strategy that could increase your sales by 39%–or more!

Adding complementary “Upsell” offers to your thank-you pages or pages prior to checkout is by no means a new strategy, but it’s just as effective now as it was years ago.

According to Marketing Sherpa, 39% of their newsletter subscribers take advantage of one of the opt-in offers they put on their “thank you for subscribing” page.

Upselling your customers at the point of purchase is a KEY Internet marketing strategy for growing your business.


Why is Upselling so effective?

Well, by the time a customer sees your thank-you page, they’ve already made the decision to trust you enough to buy something from you… so encouraging them to make a second purchase that you have positioned as a ‘no-brainer’ offer is a relatively easy sell.

This type of Upsell has become more popular in the last year with 1shoppingcart and other shopping cart providers building in ‘1 click Upsell’ type functionality that remembers the credit card details and can do an Upsell without requiring the card details to be entered again – very effective.

The other main place to do an upsell is between the ‘Order’ page and the ‘Checkout’ process.  I’ve used this one very effectively in the past.

When I was in the positive cash flow property niche (my first online business) we had 1 product that out-sold everything else on the site.  We sold about $2,500 a month of this particular $97 printed manual.  Then we added an Upsell in the middle between the order and the checkout of a second complementary $97 manual for just $45 more.

Over about a year it averaged out that 33% of people took the Upsell.  This equated to an extra roughly $800 a month in additional sales just for adding in this one Upsell step. Because our cost of acquisition was still the same (our traffic costs), most of this ended up as pure profit.

Up to date knowledge of what you can Upsell is critical. Upselling the wrong or irrelevant products or services will just alienate your clients. Upselling and cross-selling the right stuff at the right time can make a massive difference on your profitability.

I find a high value low price Upsell behind an email opt-in works well. I often use this to fund my cost of traffic and break even on the front end.

Perhaps the biggest block to upselling is that most marketers don’t do it. Maybe they feel scared. Perhaps they feel cheeky. Maybe they think that they don’t have the right. Perhaps they “already know” that the client will say, “No”.

Whatever! The biggest problem with upselling is that most marketers quite simply just do not ask for the order.

Call it the McDonalds affect if you like… you have to ask! They Upsell on everything and they get a lot of “Nos” but they also get a lot of “Yeses”! You need to make just asking part of your sales process too. You could significantly increase your sales results over night.

With McDonalds they ask you ‘would you like fries with that’ or “would you like to upsize for an extra xx amount?” It’s easy because the decision to buy has already been made.

When you provide recommendations based on their needs, then you are increasing the value to the customer. It’s important to be specific, don’t ask the customer ‘is there anything else you need’ because at this point they don’t know what they need.

Make suggestions based on the most likely item that the customer will want or need and why you think they will need it. Only recommend what the customer genuinely needs, not just what you want to sell them.

So just think, is there anywhere in your business that you can add an upsell for extra profit?

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