Upsell Tactics Part 2

26. Ask questions along the way. This helps you to clear up
miscommunications before they can grow into something too big to
overcome.
27. Make it easy for the customer to say yes. This means they can
always stop you to accept the deal.
28. Make it hard for the customer to say no. Be prepared to respond
to every objection with a benefit.
29. Always affirm the thoughts of your client. Then turn them around
to why they need the product you are recommending.
30. Never argue with a client. It closes a door that will never open
again.
31. Don’t say no to a client. If they want something you can’t
deliver, tell then what you can do instead.
32. Make it clear you have the best interests of the customer at
heart. If it is obvious you just want to make a sale, you’ll lose them
in a short period of time.
33. Always appreciate the past business from the customer. Make it
a point to mention it. They’ll feel special because you remembered.
34. Say the client’s name now and then. One’s own name is the
sweetest sound many people ever hear.
35. Even in email correspondence, always address the customer by
name from time to time.
36. Ask the client for ideas on what they could do with the additional
product.
37. Follow up on those ideas by exploring them a little further; it
helps the client build a stronger affinity with the product.
38. Ask how the customer would handle those same situations
without the product.
39. Point out how solutions would be so much easier with the
product than without.
40. Ask clarifying questions to make sure you understand what the
customer is saying. It lets them know you are listening and want to
get it right.
41. Keep the purchase options simple. Too many options could lead
to confusion, then to frustration for the customer.
42. Walk the customer through the process of purchasing if
necessary. A little handholding to complete a sale is a good thing.
43. Close the sale whenever you get the idea that the client is ready
to make a decision. A second later may be too late.
44. Confirm the terms of the order. You want to make sure
everything is exactly as it should be.
45. Thank the customer for the order now, even if another form of
thanks will take place letter (such as in a confirmation email). It is
not overkill to do it twice.
46. Always ask for referrals. They can lead to additional
opportunities for new sales and subsequent upsells.
47. Follow through and make sure the order is fulfilled according to
terms. If there is any type of delay, make sure the client knows
about it in advance.
48. Confirm the delivery of the order.
49. Schedule a follow up contact with the client to get feedback. This
can be done with a phone call or an email.
50. Always schedule that follow up for a few days after the customer
receives his or her order. It is not only a chance to get feedback on
the latest purchase, but also a chance to secure permission to
contact the client about future offers.

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.