Getting People To Give You More Money

Upsell Customers at the Point of Purchase

Simply put, upselling is the strategy of selling additional goods and services to customers just before they complete their purchase. Upselling means selling more products, additional services, upgraded packages, better models, and different options.

When you offer a better version or extra add-ons or any supplemental services that customers need in order to benefit more fully from the item or service that they’re purchasing, you not only create more cash for yourself, but also create happier customers who ultimately enjoy their purchase more.

Upsells That Create Instant Income: Complementary Items and Extra Add-Ons Add-ons are easy to sell, particularly when the extra component or service helps the customer get better use out of his primary purchase. Simply describe the extra items, why they’re beneficial, why they’re popular, and so on.

Customers usually aren’t satisfied with a lesser solution or a downgraded possession. They want the best. And if they can justify the purchase price in their mind, they will very often pay extra to get the upgraded package. This is one reason why expensive cars, expensive watches, expensive homes, and other upgraded versions of life’s amenities sell for such high prices, even though other perfectly functional—but less expensive—versions are widely available. The lesson here for you is to create an upgraded option, price it high, then describe it in a way that helps customers justify the additional expenditure in their mind.

Convert One-Time Customers to Continuity Customers

Continuity programs deliver ongoing monthly services, regular shipments of product, individual educational modules, or a special monthly selection, with customers signing up today for a series of shipments or deliveries in the future.

Not only are continuity programs easier to deliver, but they’re also a lot more profitable than a one-time sale. Why? Because you don’t have to constantly resell the customer on your service or spend money generating new customers.

You sell customers once and bill their card until they tell you to stop or until their contract runs out. If you keep customers happy with your product or service, they’ll keep paying you month in and month out.

There are two basic types of continuity programs that you can offer: openended programs, which continue until the customer cancels or fails to pay, and closed-ended programs, which require the customer to agree to a fixed number of deliveries.

Regardless of the program you offer, be aware that breakage will occur. That is, a percentage of customers will drop out of the program or fail to use their regular deliveries. How much breakage you experience will depend on your product, service, program, cost, and ongoing customer-care efforts. The better the product or service you provide, and the more you do to ensure that your continuity customers use their regular deliveries, the less breakage you will have.

Resell Customers Prior to Their Contract Renewal Date

By starting to solicit renewals well before subscribers receive their last, you can easily get 10 times the results you would get if you just renewed upon expiration. Master the art of reselling to your customers prior to their contract expiration date.

The simple lesson here is to make reordering easy.