1. Supersize
It!
Okay, okay... the real marketing term here us
upsell it, but the word association takes me
to McDonalds. You’ve been there... you
pull up to the window, place your order and
they always say... “Would you like to
supersize that?”
What bugs me is that I instinctively say, “Yes!”
After all, for a few cents more I’m getting
nearly twice the amount of fries and beverage.
We won’t discuss the fact that a person
with normal size kidneys couldn’t possible
drink the supersized drink before it goes flat...
and that if I were to eat all of the supersized
fries I’d be perfect advertisment for
an acne medicine company... but hey, I got a
good deal!
When your customers have their wallet out and
are reaching for their money, they are ripe
for shelling out just a few more bucks to sweeten
the deal. In fact, about 50 percent will say
yes without a second thought. It’s the
perfect time to offer an upgrade or an extra
warranty.
2. After The
Sale Offers.
Have you noticed that novel sequels seem to
go like hotcakes? Once the author has caught
the audiences attention with the first book,
they can’t wait to get their hands on
the follow up.
The same idea carries over with your customers.
A customer who is happy with the product and
service you provided the first time, is much
more open for a second experience.
The backend product you offer doesn’t
even have to be your own. Affiliate marketers
are rolling in proceeds on ebooks that cover
material associated with their products. It’s
an easy and painless process to market this
way... the affiliate handles all the sales,
while you collect the commission.
3. Reward Referrals
Customer surveys that ask 3 basic questions:
What did you like best about the product?, How
can we improve the value of the product?, and
Who do you know that would benefit from the
product?
In a nutshell, you are letting the customer
know that his needs and opinions are important
to you, and that you want to help someone else
fulfill their needs too. You’ll gain valuable
insight into customer satsifaction, provide
material for valuable testimonials, and get
tips on potential customers.
Upselling, backend selling and referral selling
work together to increase the number of sales
you net, without increasing advertizing budgets.
Try it... you’ll be surprised at how easy
it is to increase your marketing effectiveness
within your current customer audience.
Who is Allyn
Cutts, and why should you care?
Allyn has spent over 24 years helping businesses
like yours find new customers and increase sales
to current customers. Allyn is a marketing and
sales fanatic, providing measurable marketing
solutions that drive huge results for small-to
mid-size business clients. Allyn works personally
with clients to design and deliver off-line
and on-line direct marketing strategies that
focus on metrics and measurable results. You
can learn more about Allyn Cutts at www.AllynCutts.com
and you can call 610.437.4106 between 10 AM
and 4 PM Eastern Time Tuesdays and Thursdays.
