Are You Upselling?
Hey Folks,
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
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