Hidden Opportunities to “Upsell” Your Customers
Hidden Opportunities to “Upsell” Your Customers
Another good example is car buying. Not only do you have to play the game right to get the desired purchase price from the salesman, but then your sent to the finance guy who’s job it is to extract every penny possible from you enticing you with attractive “extras”.
I say, learn from the pros. Why not use the same method for your own site? Think a little, what “extras” can you throw in that will possibly lead to a larger sale? This little technique can lead to a 66% increase in your sales. Just as they have committed to make a purchase from your site, emotions are high and credit card in hand, you hit them with an offer that’s hard to resist.
The Art of the Upsell
There are different ways to incorporate upsells in your site. Here are a few methods you can use. Try one or use them all to its fullest advantage and watch your sales grow:
Recommendations
If you’ve ever bought anything from Amazon you’ll know how just after you click “go to checkout” they first send you to a page that says something like, “customers who bought ABC also bought XYZ”. This is an upsell to get you to consider adding on to your purchase. You can use a similar process for your own site.
The Middle Man
Consider creating a page that informs your customer of today’s special offer and that they can get the “deluxe” version for just X dollars more. It’s up to you how much an upgrade should cost above the basic version. Make it short and simple start with something like, “Congratulations on your decision to purchase XYZ. Before you proceed with your purchase let us tell you about today’s daily online special.” Your confirming that they’re still on track with the checkout process and offering them an exclusive online deal available today only. You want to imply a sense of urgency and make them feel that they’ve joined a select group of savvy consumers (or members). I do this with my own online sites.
The Lazy Man’s Method
Just adding a little checkbox right on your order page where they agree to upgrade to Gold Membership or something. Elude to a special surprise. Yes, you can use pop-ups, but please keep it to a minimum. A succession of several pop ups can backfire on you and discourage visitors from returning. I hate feeling trapped by one pop-up after another when I’m trying to leave. The pop-up could spell out everything their getting and a short testimonial. Keep it short, sweet and simple.
Say “Thank You!”
After they’ve completed the checkout process, I suggest you also provide a thank you message that makes them feel good about their decision. Now would also be a good time to inform them of their “surprise gift”. For Pete’s sake, make it something of value that they will honestly appreciate. They will remember this and it will weigh heavily on their decision to purchase from you again.
Thank you pages are often overlooked opportunities keep your visitor on your site. Why not use this opportunity to give them links to other areas in your site or affiliate sites where you can make a commission. For e-books and such, consider placing recommendations right on the download page.
Powerful Confirmation Emails
Did you know that “confirmation or thank you” emails rank among the most often read? You know they’re going to read it so why not use it as a selling tool as well. Add customer service information, additional resources and even special deals for existing customers/members only. Entice them to return to your site.
A Powerful Combination
Incorporate all three of these methods and watch your sales soar from your existing customer base. It’s not just about getting them to your site you must use proven methods that keeps them at your site the longest (this is also referred to “stickiness” of your site) and get them to return for more.
Hidden Opportunities to Upsell Your Customers - To learn more about this author, visit Annette Novoa's Website.
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You know when you’ve decided to make a purchase and you online (or off) and you click “proceed to checkout” button when you sent to a brief page informing you how you can purchase a slightly higher upgrade for just a little more? For instance, you decide to purchase a set of kitchen knives and then they ask if you’d like to purchase the extra special large chopping knife for an extra $9.99. They also through in a blade sharpener at no extra cost. That my friends in an “upsell”. You’re essentially enticing your customer to get the upgraded purchases for just a little more and bumping up your sale in the process.
Another good example is car buying. Not only do you have to play the game right to get the desired purchase price from the salesman, but then your sent to the finance guy who’s job it is to extract every penny possible from you enticing you with attractive “extras”.
I say, learn from the pros. Why not use the same method for your own site? Think a little, what “extras” can you throw in that will possibly lead to a larger sale? This little technique can lead to a 66% increase in your sales. Just as they have committed to make a purchase from your site, emotions are high and credit card in hand, you hit them with an offer that’s hard to resist.
The Art of the Upsell
There are different ways to incorporate upsells in your site. Here are a few methods you can use. Try one or use them all to its fullest advantage and watch your sales grow:
Recommendations
If you’ve ever bought anything from Amazon you’ll know how just after you click “go to checkout” they first send you to a page that says something like, “customers who bought ABC also bought XYZ”. This is an upsell to get you to consider adding on to your purchase. You can use a similar process for your own site.
The Middle Man
Consider creating a page that informs your customer of today’s special offer and that they can get the “deluxe” version for just X dollars more. It’s up to you how much an upgrade should cost above the basic version. Make it short and simple start with something like, “Congratulations on your decision to purchase XYZ. Before you proceed with your purchase let us tell you about today’s daily online special.” Your confirming that they’re still on track with the checkout process and offering them an exclusive online deal available today only. You want to imply a sense of urgency and make them feel that they’ve joined a select group of savvy consumers (or members). I do this with my own online sites.
The Lazy Man’s Method
Just adding a little checkbox right on your order page where they agree to upgrade to Gold Membership or something. Elude to a special surprise. Yes, you can use pop-ups, but please keep it to a minimum. A succession of several pop ups can backfire on you and discourage visitors from returning. I hate feeling trapped by one pop-up after another when I’m trying to leave. The pop-up could spell out everything their getting and a short testimonial. Keep it short, sweet and simple.
Say “Thank You!”
After they’ve completed the checkout process, I suggest you also provide a thank you message that makes them feel good about their decision. Now would also be a good time to inform them of their “surprise gift”. For Pete’s sake, make it something of value that they will honestly appreciate. They will remember this and it will weigh heavily on their decision to purchase from you again.
Thank you pages are often overlooked opportunities keep your visitor on your site. Why not use this opportunity to give them links to other areas in your site or affiliate sites where you can make a commission. For e-books and such, consider placing recommendations right on the download page.
Powerful Confirmation Emails
Did you know that “confirmation or thank you” emails rank among the most often read? You know they’re going to read it so why not use it as a selling tool as well. Add customer service information, additional resources and even special deals for existing customers/members only. Entice them to return to your site.
A Powerful Combination
Incorporate all three of these methods and watch your sales soar from your existing customer base. It’s not just about getting them to your site you must use proven methods that keeps them at your site the longest (this is also referred to “stickiness” of your site) and get them to return for more.
Hidden Opportunities to Upsell Your Customers - To learn more about this author, visit Annette Novoa's Website.
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David BarrDavid Barr is the President of Venture Opportunities, Inc. David has been a professional business broker/intermediary since 1980 focusing on General Business Brokerage and Mergers and Acquisitions representing client transaction value from $400,000 to $20,000,000. Mr. Barr has handled the sale of over four hundred and fifty companies. David earned a university degree from the State University of New York majoring in economics and business. David holds the Mergers and Acquisition Master Intermediary and the Certified Business Intermediary designations from the International Business Brokers Association. He is also a Senior Business Analyst and a Texas licensed Real Estate Agent. For more information about David and Venture Opportunities, visit www.bizdealmaker.com. - Visit David Barr's Website |
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John PowerJohn Power, founder of Biltmore Franchise Consulting, has extensive experience developing and marketing franchises and business opportunities. He has been in and around franchising for over twenty years. From 1980 through 1990 he conceptualized, organized, and developed the American Video Association. He grew AVA to 2,000 national members, before selling the company it 1990. It was later merged into another home video marketing company. From 2000 to 2005 he worked as a contract marketing and human resources consultant to several local and national companies. In 2005 Mr. Power began working as a franchise development consultant on a full-time basis. Since that time he has helped more than three dozen companies initiate and develop their franchising program. He notes that there are many companies interested in developing a franchise program, and who need his specialized assistance. Mr. Power is a “hands-on” franchise consultant. He said, “I am the ‘nuts and bolts’ person who tends to the details for my clients.” Mr. Power holds a B.S. degree with a major in Marketing. See: www.biltmorefranchise.com You may contact Mr. Power at: jpower@biltmorefranchise.co - Visit John Power's Website |
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Jay Kubassek(Jay's Full Bio: EvanCarmichael.com/jaykubassek) In five years, Canadian-born entrepreneur Jay Kubassek went from selling mufflers at a Midas franchise to revolutionizing Internet marketing with the 2004 launch of CarbonCopyPRO, a online marketing education company, now worth over $20 million with customers in over 160 countries.
As an independent film producer, his upstart film fund Aliquot Films is currently producing a films with Spike Lee and Abel Fererra (starring Ethan Hawke and Dennis Hopper.)
Jay's entrepreneurial spirit is irrepressible. He’s the owner of five companies, a professional speaker and trainer, international real estate developer/investor, extreme sport enthusiast and emerging philanthropist. Jay resides in NYC with his wife Jamie, son Milo and dog Cooper. Visit Jay's official website: www.JayKubassek.com - Visit Jay Kubassek's Website |
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