Don’t be afraid to Upsell!

Posted by on February 27, 2009 in Marketing [ 0 Comments ]

As consumers, we get offered upsells all the time:  the car rental company offers upgraded insurance packages, the furniture retailer suggests scotch-guarding the fabric, the fast food joint wants to super-size your meal, the electronics store offers extended warranties, and so on.

So why do most small business owners cringe when it’s suggested that they should be utilizing upsells in their day-to-day interactions with their customers?

Many of us tend to think we’re being pushy salespeople or we’ll make our customers angry at us for wanting more of their money or time.

It’s all in how you approach it.  If you have created products and services that truly help people, then telling them about something else (an upsell) that could increase their satisfaction or help them faster or easier is almost your duty.

Unless you’re upselling in a really obnoxious or annoying way, most people will either upgrade and say thanks for the great offer or just say “no thank you”.

Of course, only some clients will take advantage of the upsell offer but if you don’t let people know about it, then you’ll have no one buying your add-ons!

Take a look at all the different components of your marketing strategy to identify areas where it makes sense to let the customer know about an upsell product or service:

  • the thank-you page in your shopping cart can list other products people may want to buy
  • the email to people providing the download link to an electronic product they’ve purchased can have a suggestion for the next ebook that would most benefit them
  • an insert in a workshop/seminar binder telling them about some products and services they may find beneficial in implementing what they’ve learned at the seminar
  • a thank-you email after purchase, telling people about a membership club or teleseminar series they may benefit from as well
  • a flyer inserted in the monthly newsletter mailing informing people of an upcoming seminar or teleseminar

Don’t be afraid to upsell your customers – just do it in a helpful, non-pushy and authentic way, and watch your revenue increase.

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