Lessons from the Master

Upselling and cross-selling.

If you don't know, upselling is when you offer your customer an improvement on their purchase - they buy the standard version, you offer them the elite version. Cross-selling is when you offer your customer something that would compliment their purchase - customer buys an ebook on direct marketing, you then offer an ebook with hundreds of contacts for list brokers, printers and fulfilment houses.

Comprende?

So, here's how you can do it.

Let's say you have an ebook.

The first offer is simply the purchase of the ebook.

Your upsell offer is for the resell rights to the ebook.

You create a paypal "Add To Cart" button for your ebook.

Then you create another "Add To Cart" button for the resell rights offer.

On your main website, insert an image such as "Add To Cart" or "Buy Now" that a customer will click to buy the product.

But instead of them going straight to the paypal checkout page, the image takes them to a new webpage that then offers them your upsell - the resell rights.

The customer is then offered two buttons.

One button to complete the original purchase of the ebook, and the second button to also buy the resell rights.

So, when they go to the checkout page, they'll see either the ebook product or the ebook and the resell rights offer.

Paypal do this all for you when you create an "Add To Cart" button.

Use this same method if you are offering a cross-sell product.

Again, if the purchaser takes both products, paypal will add both products into the checkout page.

Simples!

Sure is chief.

And you should use this method as much as you can as there is nothing hotter than a customer who is ready to buy.

I'm still amazed when I see long-established marketers NOT using this method, they are literally leaving mucho money on the table.

Here's an example of it in practice ...

Just think when you buy a TV at Comet.

You go to the checkout counter and the assistant will offer you the supa-dupa connector cables for the TV (cross-sell), or when you've picked the TV you want, the assistant will say something like:

"You can get the upgraded or improved version of this TV for an extra £55.00, and it has so many more features" - (upsell).

Source: Robert Evans