Upsell Tactics Part 1

Upselling is simply the process of selling an additional or an upgraded
product to a customer. In order to keep the money coming in, you
always want to go for this little extra, whenever the opportunity
presents itself. Here’s how to go about it:


1. Include a discount for a related product in the body of your
informational product. If they like what they have already bought,
they are more likely to come back for more.
2. Make the discount part of the payment process. Offer a combined
discount if they order two or more products.
3. Send a discount authorization number in the "thank you" email that
acknowledges the placement of an order.
4. Build a mailing list of "preferred" customers who get a fixed
discount on all future purchases, as well as special advance pricing
on new products.
5. Add a button you’re your home page that takes readers right to the
discounts.
6. Suggest an additional product based on what the customer has
already purchased.
7. Explain why that additional product would make life so much easier
for the customer.
8. Point out what types of problems the additional product could help
the customer avoid.
9. Make the customer feel special, i.e. not everyone gets a discount
like this.
10. Suggest specific products to go with the purchased product, and
explain why the two go together so well.
11. Don’t leave the offer on the table too long – limited time only
often works well for many situations.
12. Combine different mediums. You can sell an ebook along with a
video. Mixing and matching can create some appealing choices for
customers.
13. Rotate the combinations. This will give customers something to
look forward to, and they’ll come back more often.
14. Announce new products and pair them with an older product for
a one-time special purchase.
15. Do promotional campaigns that demonstrate how two products
can work together to create superior results.
16. Collect and use testimonials in your upselling. Hearing what a
good deal this is from another customer sometimes will close the
deal when you can’t.
17. Keep it low pressure. When this happens, you become the friend
rather than the adversary.
18. Know your stuff. Nothing kills an upsell attempt like not being
able to answer questions or overcome objections.
19. If you honestly don’t know an answer, be honest, find out, and
get back with the customer. It will be appreciated and will keep the
rapport positive.
20. Target your upselling attempts. Not every customer is ripe for
this type of activity. Go for the ones who are ready today, and
revisit the others at a later date.
21. Keep it short. No one likes a long-winded salesperson.
22. Keep it real. Don’t make promises you can’t keep.
23. Keep it on topic. Don’t prevaricate, hoping to weaken the client.
It backfires most of the time.
24. Keep it honest. Stand by everything you tell the customer.
25. Be enthusiastic about the products you upsell. If you aren’t, then
the customer won’t be.