Monday, April 17, 2006

The Power Of The Upsell

OK, so just where IS your market? Who are the people who are going to buy from you?

I've just spent this Easter weekend being 'dragged around' visitor attractions by my family. Yes, I went around with a smile :-)

And whilst I was smiling, I was also watching how other people were selling to me.

To start with, they got me and my extended family onto their "site" - a stately home, a nature reserve, a roadside cafe - anything. They got me there through conventional advertising in the press, by "word of mouth" (other members of my family knew of the site), and by roadside advertising.

But, once we were on their site, what else did they do?

They went for the "upsell" - i.e. 'now that you've bought, what else can I sell you?'

The "upsell" can double your profits. Once someone has bought from you, once they are on your site (physical or virtual) they are more inclined to buy from you than at any other time. These hooked customers are the easiest to sell to.

Never neglect the power of the "upsell"!

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