Are You Upselling?
Quick Sunday post here. You might remember my post about getting the locals where you live to act as your informal affiliates. Well, this is somewhat of a sequel.
When you're selling offline (anywhere, really), you should always think in terms of a package. I call it the "Package of Requirements." (No relation to the "Room of Requirements," if we have any Harry Potter fans here.)
What is a Package of Requirements?
I'll give you an example: Web Development.
A local flower shops needs and online presence. Now, in 2015, what does that actually mean, an online presence?
Well, among other things:
- Web Design
- Social Branding
- Social Management
- Online Marketing
- Hosting
- Domains
- Satellite Websites
- Logo
I could go on. I'm sure you could, too.
Point is: to benefit from an efficient website development situation, those things - and more - are required.
So . . . Upselling.
Let's go back to that flower shop.
Now, depending on different variables, including location, a web design could set the flower shop back a few hundred to a few thousands dollars (pounds, euro, etc.).
What you do is . . . penetrate the market at cost.
If it would cost you $300 to make the website, charge $300, assuming, of course, that you're penetrating the market.
Who will the flower shop choose?
You : $300
Other Agency: $750
Other Agency: $1,000
You, obviously.
Then comes the upsell.
You should be using a combination of affiliate promotion and your own product and service promotion.
- Godaddy CPA offers
- Your own server/ reseller account/ hosting affiliate offer.
All of the above items on the list (social branding, management, etc) are required. Sell them. The downside: you make a website at cost (and, if you're clever, you outsourced it). The upside: you got a client you probably wouldn't have got, and you have the chance of making a lot of extra money.
You can use this approach for many different markets. I do.
- Penetrate the market at cost (using outsourcing)
- Upsell
Tom