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

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.

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

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.

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?

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...

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.

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

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

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

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.

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