We’ve all experienced the up-sell. I would go as far as to say we experience it at least once daily!
An up-sell is defined as giving your customer a chance to purchase more items or add-ons after the initial sale is made.
Do you want fries with that burger?
OK, now you know what I’m talking about. That additional little product tacked onto the end of the sale. Are you using up-sells in your marketing strategy?
If not, you are short-changing your customer at best and leaving profits on the table at worst. Your customer wants you to tell them if there are more products they need. They want you to give them all the information available. Whether it’s in the form of a paid product or a free bonus, they expect to get the full deal offered to them.
Think about it this way . . . .
Your customer is already listening, has already bought, is willing to listen more, and possible buy more if presented in the right way. After your customer hits the “buy it now” button, don’t think they have suddenly stopped paying attention. In fact, you probably have their attention at this moment more than at any other time!
Always offer more!
We all want more! Right? Your customer is already willing and able to purchase. You are letting them know of other opportunities they might have missed. End of story.
Now, you know what it’s all about.
Go, start offering more!
Peace,
-Martha
{ 3 comments… read them below or add one }
That is why I love workshops and events. When done well, they are such great avenues for upsell opportunities. Actually, you are doing your clients a disservice if you don’t let them know other ways they can benefit from your services.
“That additional little product tacked onto the end of the sale.”
For a long time I thought an up sell meant a more expensive product but it does not. It is like you said…it is that little addition it is the something more. Now that I have switched my thinking these are the up sells that work the best for me.
Yes, I think many miss the moment because they think don’t realize it’s to their customer’s ADVANTAGE to receive the add-on product!