Millions of dollars are left on the table every year by information marketers who are not offering their customers one or more additional products during the online ordering process. If you’re not taking full advantage of this most opportune time to sell your customers more of what you have to offer, then you’re a member of this club. This is NOT the club to which you want to belong.

If you only have a single product, then it makes it difficult to sell more of your own products or services to them. So find a complementary product or service that you can sell via an affiliate program. If you can’t bundle it in on your own order page (maybe it’s a digital product delivery direct from the author), then offer it on your online thank you page via an affiliate link.

Or, if your product is appropriate, offer an extended subscription at a reduced price or other quantity discounts to get more money from your customers now. You can upsell (or cross sell) either more of your own product or someone else’s product.

I’ve seen upsell percentages as high as 90% on some products. That means 9 out of every 10 people who were offered the additional product took advantage of it. Obviously, that results in a very positive impact on your bottom line — at no additional sales costs.

I’ve also seen upsells work where the product being offered as the upsell was priced at 5x the price of the original product. Probably not the norm — but impressive nonetheless. Anything you’re considering should be tested first to see what gets the best response, but what you can test is only limited by your own creativity.

Upsells are powerful. Use them.

This entry was filed under Information Marketing. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.