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FIVE TIMES TO UPSELL
WORTH AT LEAST 40% TO YOUR TURNOVER - AND IF YOU HAVE A BACK END PRODUCT, PROBABLY DOUBLE OR MORE>

UPSELL ONE - THE ORDER PAGE
What happens when your customer presses "order now" - if they go straight through to the shopping cart you are missing a trick.
Web conversion testing says that sales are optimised if you

(a) Use an order form that offers people all of the choices...printable/faxable ordertelephone order

(b) Restate the benefits of your product...but put in the first person...ie copy written from the readers perspective... and particularly restate any GUARANTEES....this reduces order page abandonment.

"yes ruth!! (website owner), please send me the XYZ now
I understand if I am not fully satisfied that I have 30 days
in which to return it....

etc

And now for the first upsell
(c) "Can I supersize that" has earned macdonalds a fortune, and it will increase your sales.
Stick to the formula

(i) It must enhance or increase the size of the original product
(ii) Dont go past 50% on the price, and try to show it doubles the value
(iii) Use the copy formula....

WAIT!!!
If you order right now...I can offer you two
for just 50% extra!
or

WAIT!!!
Here is the perfect companion for your zxyyy !!

The abcadas
( lots of features and copy ) then

YES John!
I would love to take the pair for just £xyz.... and I know that if I am

NO John,
FOr now Just send me an XYZ,

UPSELL 2 - THANK YOU PAGE
On the thank you page you have the power to use the One time offer psychology the GET IT NOW or LOSE IT FOREVER!!

Once they have ordered they still have a credit card out, so take advantage of that and give a reason for the upsell.

"DONT CLOSE THIS PAGE!!"
You will only ever see this once!

First of all big thank you for trusting us with your order We endeavour to ship it within 48 hours etc etc

NOW PLEASE READ THIS!

Most of our customer that bought the XYZ, have also bought an ABC
Now if you will order this right now , we can save on the order processing and shipping costs.

SO as a thank you to you, our customer we would like to offer you this DCE
( proper sales copy)

So order right now....
And please dont close the page until you have decided
(so the reason you give is saving on costs...and the social proof ...most of our customers buy this)

UPSELL THREE IN THE DELIVERY

We tackled this on the "what do you send with your order"
You use the psychology of the "exclusive club", "hidden page" etc
"as aspecial thank you to our customer - we have a very special offer..
so if you go to this hidden page on our website

UPSELL 4 PROGRAMMED THEN BACK END UPSELL AFTER 7-10 DAYS
If your offer..was good, then the customer will be happy, and wont have forgotten you
yet so Your user will still be receptive to your offer.
This is the time to make a serious upsell....for information marketers , sell the
"ADVANCED CLASS".....or the one on one training.
For others, offer them the rolls royce that complements the firs product...eg if you are in a product business
if you sold a ring, offer a matching tiara.!!

Where a normal offer might only achieve 2-4%....the psychology of the complementary back end often yields 10% or more, even on a product of 5-10 times the price.


UPSELL FIVE on the AUTORESPONDER
On the thank you email for the purchase you can offer something extra
My experience is this doesnt work well ...nobody reads it there...

BUT...they will read a stream of offers that you send out to your customer list.....and you have the list for life!!! This is where your real income comes


So what happens to : THose who abandoned your order page???
DOWNSELL THEM!!!! ...offer slightly less (eg bonuses removed for 20% less)

Those who signed up but didnt buy?
OFFER THEM THE SAME THING, With different emails ..2-3 times over the next 2 weeks.
and preferably different additional bonuses.....

HOW FAR CAN YOU PUSH THIS???
THERES NO LIMIT!!!!

There is no limit IF THEY ACCEPT THE FIRST UPSELL - Offer them another, and another.

An internet marketer called stephen pierce says that the most anyone ever bought from him was the eighth upsell

Ie once they accepted the supersize that, he offered them another, and another and they have bought all the way up to the eighth time

So if you stop at one upsell, you are still leaving money on the table
AND WHAT IS IT WORTH???
As a general rule If they arent adding 40% to your sales, you arent trying hard enough!

Hope this helps.

[Fuzzy]

And he does it again

[Dotwhack]

Excellent post Admagic!

[Peter W]

I agree, excellent post.

For a perfect example of how it all works in practice, just follow through a purchase on Amazon.

[admagic]

Originally Posted by Peter W

I agree, excellent post.

For a perfect example of how it all works in practice, just follow through a purchase on Amazon.

Even the great amazon, only use two of them!!! - and they are missing the two of the most potent of all

The OTO thank you page upsell

The related product "next level" highvalue back end sell, a few days after delivery..

The order form abandonment downsell

[danmaull]

Thanks for this great post, keep up the good work

[pvcprinting]

Does this work for ALL products?
I assume if people visit my site to purchase 50 or 100 business cards would they really want another 50 or 100?

If a company has 25 employees and wants ID cards for them all, why would they want more than 25.....

I assume in my area it would be the extras that they maybe havnt thought of such as holders or lanyards that I would need to upsell?

Another great post admagic....thanks

[admagic]

Originally Posted by pvcprinting

Does this work for ALL products?
I assume if people visit my site to purchase 50 or 100 business cards would they really want another 50 or 100?

If a company has 25 employees and wants ID cards for them all, why would they want more than 25.....

I assume in my area it would be the extras that they maybe havnt thought of such as holders or lanyards that I would need to upsell?

Another great post admagic....thanks

AT LEAST IT NOW HAS YOU THINKING

But on business cards... you can upsell on the product itself

BECAUSE>>>>

Most people waste the back of their business cards all together!

Testimonials on the back of business cards are shown to improve recall rates - and putting your core offer on the back of a card - is bound
to increase response, because you are making an offer right there

And that is very important, for people to recall who you are.

eg if your website has free information for sign up on your website
sell it on the back of your card.

Have a clear....hand written on the bottom of the card...
A valuable secret -> PTO

Then sell the report on the back.

POINT IS>.... you can use these arguments to UPSELL customers on to 2 sided business cards.

And yes, the lanyards are a good idea for a THANK YOU PAGE OTO upsell.

Theres always a way if you think laterally!

Most companies dont bother, and they are leaving money on the table

It is interesting about lanyards
A guy called sean roache ( you will hear more about him very soon - when he launches WEB3 (gotaccess)....it is big because google are backing it, even yahoo bid £400m for the website yet to launch...I digress)

Sean said one of the users of his RIP2IT software is a microsoft executive who has a niche adsense website on Lanyards - and is earning $5000 per month in adsense revenue. WOW!!! - thats the power of a tight niche website for you!! and rip2it builds these sites in seconds ( the same idea as METAWEBS was, but since google is a partner in RIP2IT google will not derank the sites)

[Calibre Designs]

Great post Admagic. Do you have a website?

[admagic]

Originally Posted by Calibre Designs

Great post Admagic. Do you have a website?

Lots.....I will give you all one to critique in a few days time, which is an offer Im putting together with one of the american internet gurus......