You can offer both cross-sells and upsells to boost your transaction amounts and boost business revenue.
- A cross-sell is a related offer. E.G., “Would you like to add this related report to your order for just $10 more?”
- An upsell is an upgraded version of the offer. E.G., “Would you like the video version of this course for just $20 more?”
Be sure your cross-sells or upsells possess these characteristics:
- They provide a lot of value for the price. You want your cross-sell or upsell offer to provide a lot of bang for the buck, which makes the offer irresistible. It’s best if the offer is only available on the order form – and if the customer doesn’t take you up on the offer but decides they want the product or service later, they’ll end up paying more for it.
- At least one of the upsells/cross-sells is a small percentage of the overall price (such as 25%). If all your upsells/cross-sells double the price of the order, you’re likely to have lower conversions. Offer something that slightly increases the total order, and you’ll get more customers taking advantage of this offer.
E.G., if your main offer is $100, then offer a $25 upsell.
- They are in-demand products that your audience really wants. This means you’ll need to do your market research to find out what sorts of products people in your niche are already buying.
- Enhance the use and enjoyment of the main product. Your main product and cross-sell should go together like milk and cookies. For example, if your main product is copywriting guide, then you can offer a sales letter critique or copywriting coaching as a cross-sell.
TIP: Use one-time offers to entice customers to purchase the upsell or cross-sell. E.G., “Exclusive add-on offer: order now and you’ll save 50% off the regular price!” This provides some urgency, which in turn boosts conversions.
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When you’re offering an upsell or cross-sell, the way you frame the offer is important. Keep in mind that your prospect has already decided to purchase the main offer. As such, you don’t need to sell them on the main offer again. Instead, you only need to persuade them to purchase the cross-sell or upsell.
This also applies when it comes time to mention the price. In this case, you don’t reiterate the price of the main offer. Instead, you ask the customer if they’d like to add the upsell/cross-sell offer to their order for $X more.
You can see this in action in places like McDonalds. If you order a meal, you might be asked if you want to upgrade the order for “just 49 cents more.”
Notice that they don’t say, “Would you like to add X to the order to bring it up to a total of $3.56?” Again, the customer has already decided to purchase the meal, so the clerk focuses on the upsell. This is more palatable to the customer, because they’re focused on a small number (in this case, 49 cents) versus the order total.
In order to boost conversions, be sure you frame your upsells and cross-sells in the same way. E.G., “Would you like to get lifetime access to this support group for just $24.95?”
Now let’s take a look at the third method for raising the amount of money you make on each transaction…
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