If someone comes in your restaurant to buy a hamburger, you encourage them to also buy some fries. If someone comes to your barbershop to get a hair cut, you encourage them to also get a facial shave. If someone comes to your web site to buy a new desk, you encourage them to also buy a new chair.
Like I said - simple. So simple, that upselling is responsible for billions of dollars in extra revenue for business owners.
If you're not upselling, you're losing big because many times customers will impulsively accept your offer. The key is to make the offer sound irrefutable.
For instance, if you're selling a product for $100, feature a $25 upsell. $125 vs $100 for the total order doesn't sound like much of a difference to the customer. But for you, it can create an extra couple hundred or thousand dollars in monthly revenue.
If your prices are smaller, you can still use this concept. For instance, if you are selling a product for $20, you can feature a $5 upsell. Again, $25 vs $20 for the total order won't seem like much of an increase to the customer. But for you, it can be much a significant increase in revenue.
If you are strictly online, it's very effective to feature the upsell options on the check out page. For example, "Would you like to add the following product to your order for just $5 more?"
Experiment with it, and see what happens. It'll be well worth your time to at least attempt to make this work - whether you're selling products or services.
No comments:
Post a Comment