Okay, okay... the
real marketing term here us upsell it, but the word association
takes me to McDonalds. You've been there... you pull up to the
window, place your order and they always say... Would you like to
supersize that?
What bugs me is that
I instinctively say, Yes! After all, for a few cents more I'm
getting nearly twice the amount of fries and beverage. We won't
discuss the fact that a person with normal size kidneys couldn't
possible drink the supersized drink before it goes flat... and that if
I were to eat all of the supersized fries I'd be perfect advertisment
for an acne medicine company... but hey, I got a good deal!
When your customers
have their wallet out and are reaching for their money, they are ripe
for shelling out just a few more bucks to sweeten the deal. In fact,
about 50 percent will say yes without a second thought. It's the
perfect time to offer an upgrade or an extra warranty.
2. After The
Sale Offers.
Have you noticed
that novel sequels seem to go like hotcakes? Once the author has
caught the audiences attention with the first book, they can't wait to
get their hands on the follow up.
The same idea
carries over with your customers. A customer who is happy with the
product and service you provided the first time, is much more open for
a second experience.
The backend product
you offer doesn't even have to be your own. Affiliate marketers are
rolling in proceeds on ebooks that cover material associated with
their products. It's an easy and painless process to market this
way... the affiliate handles all the sales, while you collect the
commission.
3. Reward
Referrals
Customer surveys
that ask 3 basic questions: What did you like best about the
product?, How can we improve the value of the product?, and Who do you
know that would benefit from the product?
In a nutshell, you
are letting the customer know that his needs and opinions are
important to you, and that you want to help someone else fulfill their
needs too. You'll gain valuable insight into customer satsifaction,
provide material for valuable testimonials, and get tips on potential
customers.
Upselling, backend
selling and referral selling work together to increase the number of
sales you net, without increasing advertizing budgets. Try it...
you'll be surprised at how easy it is to increase your marketing
effectiveness within your current customer audience.
Who is Allyn
Cutts, and why should you care?
Allyn has spent over
24 years helping businesses like yours find new customers and increase
sales to current customers. Allyn is a marketing and sales fanatic,
providing measurable marketing solutions that drive huge results for
small-to mid-size business clients. Allyn works personally with
clients to design and deliver off-line and on-line direct marketing
strategies that focus on metrics and measurable results. You can learn
more about Allyn Cutts at
www.AllynCutts.com and you can call 610.437.4106 between 10 AM and
4 PM Eastern Time Tuesdays and Thursdays.
