Generate More Profits (and serve your clients) with an Authentic Upsell

According to the online site dictionary.com, the word “upsell” is defined as the following:

“To try to persuade a customer to buy a more expensive item or to buy a related additional product at a discount.”

But, I have a new term to consider: authentic upsell.

Sounds ironic, doesn’t it? Is there even such a thing? Yes!

When done from integrity and a place of authenticity when you value your prospect and even more so – value the products or services you provide.

We’re exposed to upsells all the time – and the idea used to gross me out. I made a decision to buy – and I’ve not even RECEIVED what I purchased – and yet you’re asking me to buy even more?! But, then I realized two things.

1. We live in a world of upsells. You go through an upsell process all the time the second you step into a grocery store or department store or sit down at your favorite restaurant. And think about how online shopping works – it’s upsell all over the place. And we respond to it! You just never noticed it… which leads me to the second realization I had about upsells.

2. When an upsell is done from a place of integrity and authenticity (authentic upsell) – it doesn’t “feel” like an upsell at all. It’s natural. It makes sense. You welcome the idea and are generally receptive to it because the offer doesn’t seem to be “inauthentic” or “incongruent.”

The idea is this. You know better then your buyer or client what they need (and want) most. It might be perhaps offering additional services or products on top of what they have already purchased. And, consider this. Once they’ve made the decision to buy – they are in a completely different mindset from BEFORE they bought. They are more receptive to additional or complimentary offers – but only if they are done out of integrity and authentically.

The catch is this – the upsell has to make sense. You don’t want to bundle in a product or service that is completely NOT related to what they just purchased. Be sensitive to their feelings and make sure they are starting off on the right foot. But, be open and real with them about offering something in addition to what they just purchased that will add even MORE value to what they’re about to receive.

So, how can you apply this to your business? Don’t worry – you don’t need a high-technical system or process in place to make it happen. And, even if you don’t sell your products or services online – you can implement a semi-manual system for now to further enhance the buying process (and your revenue!)

It can be as simple as displaying the upsell offer on the thank you page online AFTER they buy; or including it in the email auto-responder after they have made their purchase. Even if it’s not online – it could be as simple as emailing them afterwards inviting them to supplement what they’re about to receive.

The key is this – it’s gotta be real and not salesly. We all can pick up on that (including your new client or buyer.) So, be respectful and transparent about what you’re offering –and if it’s from a perspective of authenticity – you’ll not only do great things for the revenues of your business – but also for your clients.

Until Next Time… Learn It, Love It, Live It!

Don’t Let Your Prospects Abandon You

This is a very simple lesson in increasing your conversion for online sales. Who doesn’t want that? It’s a very simple process I learned a few years ago to dramatically help increase the likelihood that your prospect will actually finish what they have committed to buy – so you get more product sales and revenues as a result.

The issue at hand? Cart abandonment. What is that you may ask? Well, we’re probably all guilty of it in one way or the other. Ever gone to a website and proceeded to add items to your shopping cart only to arrive at the checkout area where you submit your credit card and billing information and you decide to change your mind? Doubts about the products you’re buying in any way shape or form may have changed your mind – but ultimately you decided AGAINST moving ahead with the purchase and backed out. That my friends, is cart abandonment.

Our role as online marketers is trying to minimize cart abandonment as much as possible for our prospects on our website and sales pages.

Instead of driving prospects to a long order form where you ask for ALL of the billing and order information at once, break it up into multiple steps.

Step 1: Ask for name and email. That’s it. It’s less intimidating and overwhelming for the prospect since they don’t have to enter all their information at once. For one, it takes less time for them to fill out and less information to enter, so almost all of them will do it. They don’t have the time to think twice about their buying decision and doubt their choice or reconsider if buying is ACTUALLY what they ultimately want.For two, the actual process of having a prospect grab their wallet to physically get their credit card and then enter it online is a lot to ask. They may not bother and decide to not proceed with buying.

Step 2: After they enter their name and email, on the next page you can ask them to fill out the additional information that is needed to complete the order such as billing and credit card information.

Now, you might be wondering why bother with this two step process and not just ask for it all at once? In some cases the more steps you ask a prospect to go through, the less likely they are to complete the sale. Yes, but do you have any idea how many prospects don’t even get to step 1 because they’ve already decided not to continue buying? I’ve heard percentages as high as 75% Ouch! That’s a lot of missed sale opportunities.

Just understanding how many prospects complete step 1 and don’t finish step 2 is huge for understanding how many missed sales opportunities are happening. Plus, with all the leads filling out step 1 and not completing step 2, you have an amazing opportunity to follow up with those prospects via email or phone to encourage them to finish the buying process. You can email them the next day re-confirming their decision to buy and encourage them to do so. Heck, if you’re offering a product with a high price point (say more than $97) it might be worth spending 15 minutes on the phone with the prospect to actually close the sale. And, with some of the feedback you get on the email and phone from the prospect about why they did NOT finish the buying process – you can understand what is missing in your sales processing to make it more compelling and engaging for them to finish the sale. That analysis is priceless!

The follow up process can be a simple 2-3 email campaign following up on those leads in an auto-responder process and perhaps inviting them to a phone conversation with you. You can even automate it using a standard auto-responder campaign in your email marketing system.

One last tip to help increase buying during the sales process: Use a very simple status bar on your order forms as they move from one step to the next. This will inform them how far along in the process they are so they know (percentage wise) how much of the process is left for them to complete. If they get to step 2 and realize the status indicates they are 75% complete, they are more likely to finish the sales process and complete the transaction so they can ultimately get what you are selling them – and more revenue for you!

Until next time… Learn It, Love It, Live It!

Your Assignment:
Review the current online process you have in place for allowing prospects to purchase your programs and services online. Consider including a 1 step process to capture name and email FIRST – before moving them onto the step 2 where you ask for all the other billing information. Track the results and see how many prospects never actually finished the buying process and you can follow up with them offline to close the sale. Interested in finding out more about shopping cart strategies and other authentic Internet marketing strategies to help grow your online business? The Authentic List Building Coaching program can show you exactly how you can authentically add up to 1,000 new qualified prospects to your business each month. People who really “get” your message and are eager and ready to become your client or buy your products. And, you could do this authentically, quickly and consistently, without being spammy or icky, but just by being you. How would that make a difference in your life? I created this one-of-a-kind program to personally walk you through the same secrets we used (and continue to use daily) to add over 1,000 highly targeted and qualified leads to our list each month for the last 12 months. To see the presentation I created for you about authentic list building principles [IMPORTANT VIDEO], go here.

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Want to use this article on your website or your own ezine? No problem! But here is what you MUST include: Derek Fredrickson, Authentic Internet Marketing Specialist, is founder of the Authentic Internet Marketing System, the proven step-by-step program that shows you exactly how to authentically market your business online, in record time…guaranteed. To get your F.R.E.E. videos and receive his authentic internet marketing articles on attracting more leads and converting more sales online to multiply your current revenues, visit www.derekfredrickson.com.