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Upsell, Upsell, Upsell, Upsell, Upsell, Upsell (Yes, 6)
By Tim Gross - Internet Business Blog | January 8, 2007
Some of the most immediate, shocking increases in profits you can achieve for a product can be accomplished through pricing strategies.
Offering upsells once the customer has started the order process is a virtually “no-brainer” way to increase sales, and another benefit of order upsells is that they’re not visible to your competitors with just a casual glance - You only see them if you’re actually ordering.
Here’s the upsell process from MyBedazzler.com, as an example. Notice that each upsell is relevant to the initial product. Even if a customer has zero interest in most of them, there’s a great chance they’ll respond to at least one of them.
Upsell #1 (After you click on “purchase” for the $19.95 basic unit)
Upsell #2 (After you decline upsell #1)
Upsell #3 (After you decline upsell #2)
Upsell #4
Upsell #5
Upsell #6
Important Points:
It’s crucial not to confuse purchasers during the order process. These upsells are done sequentially one after the other (so there’s only one decision yes/no to make at a time. If they were all offered simultaneously at the beginning of the order process, there’s a good chance the customer may be overwhelmed with options, decide to think it over later, and - not buy at all. (So be careful of that)
This sequential upsell pattern is typically used by telemarketers taking orders for infomercial products. Yes, it’s aggressive, and yes, it works. I’m not saying you should offer 6 upsells… But if you’re not already doing it, you should definitely be testing out using at least one!
Topics: Copywriting, Marketing | Trackback URL