subject: Using Upsells To Make More Money [print this page] "Would you like fries with that?" The quintessential upsell. McDonald's and other fast food joints make a lot of money selling burgers, but why stop there? People who have just bought a sandwich realize that for just a few dollars more, they can get some fries and a drink to go along with it. McDonald's probably makes more money by upselling fries, supersized drinks, and apple pies than by selling their famous burgers.
If you're not using upsells in your business, you're losing out on a lot of money. People who have just purchased something from you are in the buying mood. They've taken a huge mental step in deciding to buy your product and you should take advantage of that in an ethical way by presenting them with a complementary offer.
Let's say you have an ebook that you're currently selling and you have already made a few sales. Having an upsell would have allowed you to double your profits without any further effort. Once you have your upsell in place, all you need to do is drive traffic to your ebook and the salesletters do the rest. The more relevant your upsell is to your front-end product, the higher your conversions will be. For example, a video course or a discounted bundle of some of your other products would be good upsells.
Are you stuck on what to offer as an upsell? Aside from offering additional reports, ebooks, or videos, why not get a little creative with your upsells? An excellent example of a good upsell would be to offer your customer the rights to sell your product. If you sell the rights to sell the product, then you're selling what's known as master resell rights. If you'd like, you could even offer private label rights which is the right to edit your product and replace your name with your customer's name. If your ebook is $17, you could sell basic resell rights for $47, master resell rights for $67, or private label rights for $97. Obviously, you can choose whatever price you want, but offering rights to your product is an easy way to create an upsell because it doesn't cost you any extra time or money.
The best time to upsell your customer is right after they've purchased something from you. However, not everyone will take you up on your upsell. If you miss the chance to make that extra sale, you can always do it in your follow-up sequence via email. This introduces many new opportunities. Maybe your customer initially didn't know who you were and wanted to find out more about you before purchasing any more products. Perhaps they didn't have enough money at the time. There can be numerous reasons why customers don't purchase the upsell right after the front-end sale. By sticking an upsell into your follow-up sequence, you're giving time for your customer to digest the information you've given them and an opportunity to get to know you and your style a little more. If you over-deliver on your front-end, your back-end will be very profitable.
by: Jason James
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