The Art Of The Upsell- It's More Than Money
"Would you like fries with that?"
Morning Warriors,
I thought this morning to share with you some thoughts about "The Art Of The Upsell." I was going to save this for my 500th post, but patience is not one of my many virtues.
I talk about the upsell in just about every 'make money' product I create, and last night I did a webinar with Caleb where the subject of upsells came up and Caleb mentioned how often I harp on him about it. Then this morning I saw another thread asking whether or not upsells were allowed on WSO, so I decided this would be a good time to post this.
There's more to "The Art Of The Upsell" than just making more money.
First, if you're not using an upsell, you're leaving money on the table. But an upsell does much more than just bring you in extra sales and extra money. The upsell, when done right, shows the customer that you have taken the time to help them 'customize' a great package for them to 'add to what they already bought.' That aspect of the upsell alone is worth a fortune in the 'relationship building' stages of new customer acquisition.
*How is an upsell done right?
The upsell must match what the reader just bought. If you are offering a guide on "How To Make Money Writing Articles For Pay," your guide would explain how to write articles, and where to find people to pay you to do so. Your upsell, would consist of one or more products that would make one or both of those process easier.
Example: Guide on how to write articles features information on the proper structuring of an article, keyword density info if the product is about writing for the web (yes, people do still get paid to write for print too,) forums to go to for finding work, sites that pay for articles, etc.
The Upsell to this guide could conisist of any of the following, up to and including a 'package.'
*NOTE: With all the resell rights products readily available for free or at exceptionally low cost, it doesn't even take a lot of extra work to find a few, package them together, write a short sales letter, and PRESTO! You have your upsell with very little additional creation efforts. This is called 'Leverage.'
Upsell Pricing Tip: This is just a 'tip.' Sometimes, with higher priced products, you may have to adjust. Price your upsell at 3x the price of your front end. If your front end is $5.00, make your upsell $15.00. You can always use a 'downsell' to go to $10.00
*Note: The upsell has already given you more money, and helped you to build a better relationship, but now,with the upsell (and downsell) process you can test the price point thresh hold of your buyers too (always offer the freebie with an optin on each products download page, so you can move your customers to the list, and know what list is $5.00 buyers, $15.00 buyers, $10.00 buyers, etc). This is called Price Stretching. Lee McIntyre recently had a report out about this if you want to search for it and read it.
Your prospect already purchased the product, they are in 'buying mode', the credit card is still out. This is a 'hot prospect.' They already have some measure of trust in you, they bought from you already. They already like something you have to say, they 'identify' with you (no one is going to buy anything from anyone they don't like).
The best time to get a sale is right after you just got one. This is taught in ever sales training system in the world, right down to telemarketing. Traditionally speaking, when you make a sale, your confidence level goes up. Although this is a 'direct sales' technique, it still applies even to web sales, and here's why. If you take the time to create a 'customized' offer, meaning it 'complements' the first product you sold (offers faster, and better results from the same effort) then you are showing the confidence of a savvy business operator, who knows what the customer wants, and needs, and who is ready with it.
FINAL NOTE: WF, WSO's, Upsells, And Leverage...
The Warrior Forum has launched more successful IM careers than we can possibly count. At least in this thread. WF offers us a chance to learn, and network, make long lasting business relationships, and even friendships. People here give away tons of stuff that you can learn from and often use for your own business. And the WF also give us all several advertising opportunities that when used correctly, can be leveraged into successful businesses that make anywhere from $4,000 a month to million dollar IM empires.
THE WSO FORUM: In the WSO forum, there are two simple rules. It must be a deal you give ONLY to Warriors, it must be original. This means that what you offer on your website and on other forums, has to be different, or a higher price than what you sell in WSO, and that it can't be a resell rights product. You had to create it, or, have it created for you, and you alone.
So, you create a product of your own, a short report will do, pack it full of great info, sell it for $5.00, then, employ the art of the upsell by leveraging those resell rights products into a package that suits the original offer.
THE CLASSIFIED ADS AND WARRIOR FOR HIRE SECTION: These two sections allow you to charge your 'regular prices' for products and services. (The classified Ad Section allows you to promote affiliate products, but Allen has said, and this is a typical affiliate marketing technique, you better have a great bonus or there's really no point, and that's another subject for another thread)
You can leverage these two sections with upsells as well. I have not marketed in either of these forums but if I did, here's what I would do:
Article Offer for $15.00 an article > Upsell to my copywriting service> Downsell to my ghostwriting service.
Offer my products at regular prices, not WSO prices, and follow the same upsell/downsell protocol I set when I launched the WSO first.
THE SERVICE UPSELL USING "LEVERAGE"
I have a friend who ghostwrites, but not direct response copywriting. Friend had no upsell, so I created an affiliate program for my copywriting service, and when she makes a ghostwriting sale, she upsells to MY copywriting service, and gets a commission.
She got an upsell by leveraging a relationship with an existing resource. She didn't even need to write the copy. Just directed them to my offer with her affiliate link.
Leverage Tip: I could talk about leverage for pages and pages, but I want to keep this thread focused on "The Art Of The Upsell."
If you are going to sell 'make money' info, WF is the ultimate leverage.
You have over 100,000 LASER TARGETED prospects, all congregated here
They have no 'distractions.' WF doesn't have all different kinds of ads that will lead them away from the 'make money info' they want to the 'dinner special at the local mom & pop restaurant like the newspaper does.
The market is warm. They are here, getting incredibly valuable information for free. You can leverage all the 'good will' that is generated by the entire community by being a part of it, thus warming the prospect.
You're a part of the 'community' (if you do things right.) If you're in here, and you're posting, and your helping, and your getting to know people, you already belong, and that helps to build a warm crowd up to trusting you.
For $20.00, you can launch a front end product to a laser targeted, warm crowd, make more money by leveraging existing assets and resources from the thank you page for the front end product, leverage that download page to build a list and test the price point threshold of your buyers, and build the IM business of your dreams. Once you learn to leverage your existing assets and resources, you can employ the art of the upsell, make more money, and leverage, leverage, leverage your business to any level you want.
.
-Dani
Morning Warriors,
I thought this morning to share with you some thoughts about "The Art Of The Upsell." I was going to save this for my 500th post, but patience is not one of my many virtues.
I talk about the upsell in just about every 'make money' product I create, and last night I did a webinar with Caleb where the subject of upsells came up and Caleb mentioned how often I harp on him about it. Then this morning I saw another thread asking whether or not upsells were allowed on WSO, so I decided this would be a good time to post this.
There's more to "The Art Of The Upsell" than just making more money.
First, if you're not using an upsell, you're leaving money on the table. But an upsell does much more than just bring you in extra sales and extra money. The upsell, when done right, shows the customer that you have taken the time to help them 'customize' a great package for them to 'add to what they already bought.' That aspect of the upsell alone is worth a fortune in the 'relationship building' stages of new customer acquisition.
*How is an upsell done right?
The upsell must match what the reader just bought. If you are offering a guide on "How To Make Money Writing Articles For Pay," your guide would explain how to write articles, and where to find people to pay you to do so. Your upsell, would consist of one or more products that would make one or both of those process easier.
Example: Guide on how to write articles features information on the proper structuring of an article, keyword density info if the product is about writing for the web (yes, people do still get paid to write for print too,) forums to go to for finding work, sites that pay for articles, etc.
The Upsell to this guide could conisist of any of the following, up to and including a 'package.'
- A package of PLR articles for 'research' and 'basis'
- A spinner (not recommended but...)
- An auto submitter
- An auto forum poster
- *A Title Generator
- *A Resource Box Generator
*NOTE: With all the resell rights products readily available for free or at exceptionally low cost, it doesn't even take a lot of extra work to find a few, package them together, write a short sales letter, and PRESTO! You have your upsell with very little additional creation efforts. This is called 'Leverage.'
Upsell Pricing Tip: This is just a 'tip.' Sometimes, with higher priced products, you may have to adjust. Price your upsell at 3x the price of your front end. If your front end is $5.00, make your upsell $15.00. You can always use a 'downsell' to go to $10.00
*Note: The upsell has already given you more money, and helped you to build a better relationship, but now,with the upsell (and downsell) process you can test the price point thresh hold of your buyers too (always offer the freebie with an optin on each products download page, so you can move your customers to the list, and know what list is $5.00 buyers, $15.00 buyers, $10.00 buyers, etc). This is called Price Stretching. Lee McIntyre recently had a report out about this if you want to search for it and read it.
Your prospect already purchased the product, they are in 'buying mode', the credit card is still out. This is a 'hot prospect.' They already have some measure of trust in you, they bought from you already. They already like something you have to say, they 'identify' with you (no one is going to buy anything from anyone they don't like).
The best time to get a sale is right after you just got one. This is taught in ever sales training system in the world, right down to telemarketing. Traditionally speaking, when you make a sale, your confidence level goes up. Although this is a 'direct sales' technique, it still applies even to web sales, and here's why. If you take the time to create a 'customized' offer, meaning it 'complements' the first product you sold (offers faster, and better results from the same effort) then you are showing the confidence of a savvy business operator, who knows what the customer wants, and needs, and who is ready with it.
FINAL NOTE: WF, WSO's, Upsells, And Leverage...
The Warrior Forum has launched more successful IM careers than we can possibly count. At least in this thread. WF offers us a chance to learn, and network, make long lasting business relationships, and even friendships. People here give away tons of stuff that you can learn from and often use for your own business. And the WF also give us all several advertising opportunities that when used correctly, can be leveraged into successful businesses that make anywhere from $4,000 a month to million dollar IM empires.
THE WSO FORUM: In the WSO forum, there are two simple rules. It must be a deal you give ONLY to Warriors, it must be original. This means that what you offer on your website and on other forums, has to be different, or a higher price than what you sell in WSO, and that it can't be a resell rights product. You had to create it, or, have it created for you, and you alone.
So, you create a product of your own, a short report will do, pack it full of great info, sell it for $5.00, then, employ the art of the upsell by leveraging those resell rights products into a package that suits the original offer.
THE CLASSIFIED ADS AND WARRIOR FOR HIRE SECTION: These two sections allow you to charge your 'regular prices' for products and services. (The classified Ad Section allows you to promote affiliate products, but Allen has said, and this is a typical affiliate marketing technique, you better have a great bonus or there's really no point, and that's another subject for another thread)
You can leverage these two sections with upsells as well. I have not marketed in either of these forums but if I did, here's what I would do:
Article Offer for $15.00 an article > Upsell to my copywriting service> Downsell to my ghostwriting service.
Offer my products at regular prices, not WSO prices, and follow the same upsell/downsell protocol I set when I launched the WSO first.
THE SERVICE UPSELL USING "LEVERAGE"
I have a friend who ghostwrites, but not direct response copywriting. Friend had no upsell, so I created an affiliate program for my copywriting service, and when she makes a ghostwriting sale, she upsells to MY copywriting service, and gets a commission.
She got an upsell by leveraging a relationship with an existing resource. She didn't even need to write the copy. Just directed them to my offer with her affiliate link.
Leverage Tip: I could talk about leverage for pages and pages, but I want to keep this thread focused on "The Art Of The Upsell."
If you are going to sell 'make money' info, WF is the ultimate leverage.
You have over 100,000 LASER TARGETED prospects, all congregated here
They have no 'distractions.' WF doesn't have all different kinds of ads that will lead them away from the 'make money info' they want to the 'dinner special at the local mom & pop restaurant like the newspaper does.
The market is warm. They are here, getting incredibly valuable information for free. You can leverage all the 'good will' that is generated by the entire community by being a part of it, thus warming the prospect.
You're a part of the 'community' (if you do things right.) If you're in here, and you're posting, and your helping, and your getting to know people, you already belong, and that helps to build a warm crowd up to trusting you.
For $20.00, you can launch a front end product to a laser targeted, warm crowd, make more money by leveraging existing assets and resources from the thank you page for the front end product, leverage that download page to build a list and test the price point threshold of your buyers, and build the IM business of your dreams. Once you learn to leverage your existing assets and resources, you can employ the art of the upsell, make more money, and leverage, leverage, leverage your business to any level you want.
.
-Dani
Canadian Expat Living in Medellin, Colombia
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