Do you know who is most likely to buy from you? It’s the person who just made a purchase. Do you have a system in place to upsell her with the next logical item on her wish list?
No matter what your client has purchased, he or she should have an option to purchase a companion product, or one with more value.
If you sell an ebook about how to start a food blog, then before a buyer reaches the final check-out page you may want to offer the option to join your blogging membership program for additional training.
Every time you release a new product, you should be thinking in terms of related sales. Start with a list of all your current products. Sort them into a logical order. If your ideal client visited your site today, what should she purchase first? What would she need next?
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This is your sales funnel order and will make it easier for you to decide which product makes a great upsell for the item just purchased. If you’re using WooCommerce, they make this VERY easy, as there’s an upsell box and a cross-sell box to simply enter your other products.
Another type of upsell offers a better value. For example, when purchasing a 28-day clean eating detox program, you first offer the opportunity to purchase an All Access Pass membership plan, which includes the program and other valuable content, and all at a lower initial cost. Clients win because they receive significant additional resources for a lower initial price. You win because you’ve turned a one-time buyer into a monthly member.
If you offer a membership or group coaching program, consider adding value to your upsell, rather than offering related products. In my experience, offering laser-focused 1:1 sessions is a great upsell in this example – just be sure you make it easy to schedule and have reminders. Your customers – and your bottom line- will thank you for it! (I recommend Acuity Scheduling for this.)
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Make sure you grab the workbook, too. You’ll plan your upselling order and review the sales pages you plan to attach them to. It’s a good idea to review last week’s post, and if you haven’t already, complete the Thank You Page Checklist with these new upsell plans in mind!
See the rest of the series:
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