I learned about Upsell... In the funniest way!

[Caleb Spilchen]

Hey Guys...

I know.. I've been missing on the Warrior Forum for a couple days, because I actually LEFT the country, and visited America... Well, I learned about upsell RANDOMLY when I was on my trip.

I actually learned about it, basically, on a roller-coaster at the theme park, Six Flags. Now, how the heck can you learn about marketing at six flags? How is that related to my online marketing, anyway?

Well.. When you go to a theme park, you pay the admission fee, right? It's pretty much the same all round'. When you buy a product, you pay the "admission fee" to get into the product!

And usually after buying the product, you get upselled to something bigger. I really didn't understand how that works... But, when I went into six flags, I noticed something.

I can pay $X to not stand in line
I can pay $X to take this special ride

And... That really makes you understand upsell, your paying for something better. Now, I really know how I can do an Upsell for my next product.

Caleb

[paulie888]

Caleb, I know many people have hang ups and reservations about upsells, but the truth about the matter is that we are upsold to just about everyday in real life (outside of the internet world!) Take your classic McDonald's/fast food counter scenario - you go in and order a burger, and the cashier is trained to ask you whether you want a fries and/or drink to go with that! I see this strategy in action everyday, even at the grocery store...at my local grocery store, the cashiers have been trained to ask customers whether they want a lotto scratch ticket every time they check out.

[Caleb Spilchen]

Originally Posted by paulie888

Caleb, I know many people have hang ups and reservations about upsells, but the truth about the matter is that we are upsold to just about everyday in real life (outside of the internet world!) Take your classic McDonald's/fast food counter scenario - you go in and order a burger, and the cashier is trained to ask you whether you want a fries and/or drink to go with that! I see this strategy in action everyday, even at the grocery store...at my local grocery store, the cashiers have been trained to ask customers whether they want a lotto scratch ticket every time they check out.

I never thought about that either. It just goes to show, there is an upsell in everything that goes on..

[impact-productions]

Makes me thankful I live in the UK, where it's nowhere near that bad.

But, to be serious, upsells are going on all around us. Internet marketing is way down the equation for these.

I went to the theatre not long ago, and the checkout page (I ordered online) was trying to get me to upgrade to pre-theatre dining. So, it's really not the slightest bit unusual. And, you shouldn't feel the slightest bit worried about offering an upsell.

Thom

[BrittyBritt]

That also shows good observation on your part Caleb.

It's funny how when you're into marketing (or whatever it may be) you begin to notice things that you think are outside of that niche (like the amusement park) but in reality it relates right back to it.

Something else I noticed is how upselling relates to impulse buying. Using Paulie's example, when you're at the grocery store standing in line, what's around you? Candy bars, magazines, little trinkets that may seem useful but will eventually end up lost, in the bottom of that "junk drawer" or on display at your next yard sale.

But what do a lot of people do? They buy that Snickers (that they probably don't need) or that magazine (that they never read) or that package of 6 lighters that they just HAVE to have.

To me, it's just another form of upselling.

[Caleb Spilchen]

Originally Posted by BrittyBritt

That also shows good observation on your part Caleb.

It's funny how when you're into marketing (or whatever it may be) you begin to notice things that you think are outside of that niche (like the amusement park) but in reality it relates right back to it.

Something else I noticed is how upselling relates to impulse buying. Using Paulie's example, when you're at the grocery store standing in line, what's around you? Candy bars, magazines, little trinkets that may seem useful but will eventually end up lost, in the bottom of that "junk drawer" or on display at your next yard sale.

But what do a lot of people do? They buy that Snickers (that they probably don't need) or that magazine (that they never read) or that package of 6 lighters that they just HAVE to have.

To me, it's just another form of upselling.

Hey There,

Yeah, that is exactly what I'm talking about!

[DanielleS]

Originally Posted by BrittyBritt

That also shows good observation on your part Caleb.

It's funny how when you're into marketing (or whatever it may be) you begin to notice things that you think are outside of that niche (like the amusement park) but in reality it relates right back to it.

Something else I noticed is how upselling relates to impulse buying. Using Paulie's example, when you're at the grocery store standing in line, what's around you? Candy bars, magazines, little trinkets that may seem useful but will eventually end up lost, in the bottom of that "junk drawer" or on display at your next yard sale.

But what do a lot of people do? They buy that Snickers (that they probably don't need) or that magazine (that they never read) or that package of 6 lighters that they just HAVE to have.

To me, it's just another form of upselling.

Chocolate is the #1 impulse buy in the US.
Just some trivia to add to the conversation.

-Dani

[Caleb Spilchen]

Originally Posted by DanielleS

Chocolate is the #1 impulse buy in the US.
Just some trivia to add to the conversation.

-Dani

Dani, Are you one of that statistic?

[Simon Lovell]

i see upselling more and more in the uk, blockbuster now do it more so and it seems that the staff are more well trained at it. I actually quite like it and say 'no thanks on the upsell' with a smile and start a conversation about marketing! love it!

on this topic, if you're selling something on clickbank and can't yet have 1 click upsells, what's a good way of upselling something?

[tpw]

Caleb,

McDonald's is the master of the upsell... I know you live in Canada, but I am certain McD's should be in your neighborhood...

Go into McD's and ask for the Quarter Pounder... They will ask you if you want the Quarter Pounder Meal... If you agree, they will ask you if you would like to Super Size that meal... If you agree and before they take your money, they will ask you if you would like to get an apple pie for desert...

McDonald's is the absolute master of the upsell... Everyone else is just the wanna-be McDonalds...

[Caleb Spilchen]

Originally Posted by tpw

Caleb,

McDonald's is the master of the upsell... I know you live in Canada, but I am certain McD's should be in your neighborhood...

Go into McD's and ask for the Quarter Pounder... They will ask you if you want the Quarter Pounder Meal... If you agree, they will ask you if you would like to Super Size that meal... If you agree and before they take your money, they will ask you if you would like to get an apple pie for desert...

McDonald's is the absolute master of the upsell... Everyone else is just the wanna-be McDonalds...

Bill,

Funny enough, it's kinda far away, and then there's about two within a km (half a mile).. But yet there both far from my place.

And yeah, it's funny how mcdiddles does it.

Caleb

[MikeMeth10K]

We are totally inundated with upselling everywhere we go. It's interesting to recognize these things and the fact that we accept them without a second thought usually.
I did a quick search of "rules of upselling" when I read your post and got a some great insight on the process.
For instance, there are two other related "sells" to go with it.
You also have cross selling which is when you sell a product that would go hand in hand with the original but is a totally separate item. ex. - You buy a pc, how about a printer to go with it. Pretty similar to upsell.
You also have the downsell. For instance, if it looks like your customer is not going to buy based on price alone, you can offer a cheaper version to get them started. Maybe the ''big" product has too many bells and whistles that aren't needed and the customer won't buy just because they feel they would have wasted money regardless of the fact that it's in their budget. Now you can offer a scaled down version that is a win, win for both.
That's all I have for now.

[DanielleS]

Caleb,

Actually, no, I'm not too much of a candy person. I am more of a cake person, however, I face the battle of the short people at the checkout line because of that damn statistic.

Anyway, glad you're seeing the 'upsell' at work outside of IM.

And yes, McD's is the MASTER of it.

-Dani

[tecHead]

The thing you have to take into consideration with the MikkyD model is that their "buy nothing and walk away/out" traffic is near null. This allows them to push the upsell the way they do before asking for any cash; (they know you're hungry and you're not going anywhere... otherwise, you wouldn't be standing at the counter).

Not the case online; where a good percentage of your traffic will be window shoppers OR those that have come to your site with the precognitive determination to purchase ONE thing.

You have to factor that into your upsell approach.

PLP,
tecHead

[Gary King]

Originally Posted by Caleb Spilchen

I can pay to not stand in line
I can pay to take this special ride

And... That really makes you understand upsell, your paying for something better. Now, I really know how I can do an Upsell for my next product.

Caleb

Caleb,

You got it! And many people will pay that "x" to not stand in line or to take a special ride.

Understanding the upsell isn't hard if you are willing to accept it. Some folks think it's "not right" or "dirty" to offer an additional "something". Facts are, it's easier to sell to an existing customer, and it's easier to sell more in one order than it is to sell a second time to the same customer.

My bit of advice is to realize that once the wallet is open, add value (not just junk) and you'll see people add that additional value to their shopping cart (and your bottom line).

You should pat yourself on the back for being observant. You took an unrelated situation and made it apply to your business.

All success.

Gary

[robertphillips]

Great Post Caleb, the fact is we are are up sold every day. And if you dont have a upsell on your product you are leaving a lot of money on the table.

After doing testing I find that 1 out of 3 people take a upsell from my product which is pretty massive if you think about it.

My income goes up by 33% by adding just one product. Could even be more if I add more then one.

Regards,
Robert

[CurtisN]

Originally Posted by tpw

Caleb,

McDonald's is the master of the upsell... I know you live in Canada, but I am certain McD's should be in your neighborhood...

Go into McD's and ask for the Quarter Pounder... They will ask you if you want the Quarter Pounder Meal... If you agree, they will ask you if you would like to Super Size that meal... If you agree and before they take your money, they will ask you if you would like to get an apple pie for desert...

McDonald's is the absolute master of the upsell... Everyone else is just the wanna-be McDonalds...

Times have changed - there is no "supersize" anymore.

Also, very few cashiers at any fast food places upsell nowadays. Not sure why, but that's the truth. Trust me, I go enough to know

The question they usually ask after you're done ordering is either: "For here or to go?", or "Is that everything?"

On a totally random but related side note, this reminds me of the time my parents got an "exit pop" from the phone company. They tried to cancel service or something, and the $8/hour guy on the other end tries to give them a discount in return for sticking with the company.

Also, I often get upsell'd (upsold?) at EB Games. This has happened a few times now, but whenever I buy a game there, the person asks me if I want a warranty. "It'll only be $2.99" (or whatever it was). Each time, I was like, what the hey, it's only a few bucks.

I wonder if 1-click upsells are possible in the offline world LOL...

Curtis

[Singing Steve]

An irresistible upsell is one that enhances the users experience with the initial purchase.

How's "Do you want fries with that?" Properly trained McDonalds employees increase the bottom line by Millions of dollars per day when they upsell a customer like that.

[tyroneshum]

Hi Caleb,

Great mind!

One other thing that I wanted to add as well when it comes to upselling is using a contest included in a freebie just like what Gideon Shalwick did in his Rapid Video Blogging course. He did create a great report that you would never think to have it sent out free (because it really is that valuable) but then, this strategy along with the Win An Ipad contest as you write your comments about the report worked to build a database from there where Gideon can open doors to his "exclusive" paid course or program in Rapid Video Blogging.

There, he's got already a big chance to offer an upsell which his subscribers may or may not purchase but still, the opportunity was there and he just have to wait and see the sales coming. You can see it here: Rapid Video Blogging