Everyone’s heard of the term ‘would you like fries with that‘ – it’s probably the most famous upsell of all time. The fast food industry are not the only ones working the upsell magic. Retail, supermarkets and yes online are all over it.
There’s two common terms used in the corporate world that are measured and heavily invested in — and it’s all related to upsells. The first is average transaction value. It’s essentially the average amount each customer is spending on each transaction. The second is the average number of units per transaction, so how many ‘things’ people buy each time they transact. To a business even a small lift in each of those measures can result in significant increases in revenue and profit. The same goes for bloggers who are selling products.
If you’re a ruthless businessman you’ll stop at nothing to get those upsells happening, regardless of if the customer likes it or not! But I know all of you don’t think that way and you certainly don’t take for granted that behind these measures are people and whilst you would like to have them spend more money with you, you don’t want to resort to trickery to make it happen
.… and that’s why I’m happy to share all my experience with upsells online.
When I’m looking at upsell opportunities, I first break them into three groups; The pre-sale upsell, the checkout upsell and the post sale upsell. Each of these areas require a different approach that I’ll try to explain.
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