Amazon does it, EBAY does it, so why can’t you?
After all, up-selling is a technique employed by leading
e-commerce sites to boost their sales and though you may
be some light years away from them, this could be used by
you effectively too. And though this is a technique,
there is not a lot different from up-selling and selling
by themselves!
There are many ways you could up-sell a product, but before
we get into knowing the easiest method, know that an up-sell
is a product you wish to sell immediately after he has bought
the first one. Needless to say, the second product or the
product to be up-sold has to be related to the first product
bought by the customer.
To the point – The easiest method to up-sell is to work on
the 'checkout' page!
What you can do with the Checkout Page?
I’m not asking you to redesign the entire webpage. Follow
this process to uncover the easiest method to up-sell.
First, identify your webpage which you want to include the
upsell. It could be your product page, salesletter page,
your newsletter subscription page, your thank you page and
so on.
Then just add an option for them to include MORE products
before they 'checkout'.
So if it’s a newsletter subscription page, ask them if they
want to include a free trial offer to your other paid product
before they click "Register" on your newsletter page.
If your page is a salesletter webpage, give them an option
to include another of your product before they click the
"Order Now" button.
Here’s another example – if your webpage is a shopping cart,
you can always 'upsell' your prospects for them to add more
quantity of the product that they're buying.
The list goes on.
Here are some things you would like to watch out for while
up-selling:
- The product you up-sell needs to be somewhat related to
the product the customer bought. The closer the correlation,
the better it is for you because you'll get more sales.
- Write your up-selling ad as carefully and diligently as you
would have designed your sales ad. Just the fact that the
customer bought one product from you doesn’t mean he is sure
to buy another!
- Up-sell but don’t push – Pushing is bad for any form of
selling and the same applies in up-selling too. Inform the
customer about your product and leave the choice to him.
Also, bear in mind that you're adding more value to your
customer by offering greater solutions to them in your upsell
products.
The method to up-sell your product is not as tough as you
would have thought it to be. Basically, if you’re not
integrating any upsell in your sales funnel, you’re literally
losing money.
It'll cost you more time, effort and money to acquire a new
customer compare to selling to an existing customer who already
trust you and like your product.
Although the technicalities surrounding the deal make it a
slightly tough nut to crack, but I can tell you that it's
worth your time to explore this powerful marketing strategy.
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