SolveYourProblem
Internet Marketing Series
Upselling More Products To The Same Customer
Here’s
a common mistake in Internet marketing: by focusing your promotional strategies on new customers
alone, you’ll actually end up neglecting 60% to 90% of your
potential sales. New customers, we have to remember, aren’t
the only ones who could make some purchases of our products
or our services. Previous customers can also comprise a pool
of possible sales in the future.
Sadly, most Internet marketers have venturesome souls. They
would rather reach out to the farthest corners of cyberspace
in search for prospective clients who would support what
they have to offer. They often forget that most of these
purchases can be harvested from their own backyard.
What Is Upselling?
Online businessmen should learn how to sell to past customers
as well. This process of persuading previous clients to buy
more of your products is called upselling. Upselling is a
pretty basic, and essential, concept in salesmanship and
marketing, in cyberspace and in the real world.
The Basics Of Upselling
How exactly could you upsell to your previous customers?
Here are some things you could consider in embarking on this
profitable strategy.
Build
relationships. Treat your customers in a special way and
they will remember you for being a good businessman.
You would have an easier time in winning their trust, and
they’d go to you for their needs in the future.
Follow
up on them on a regular basis. This can be done through
email marketing. Capture their contact details by
allowing them to subscribe to your mailing list. A mailing
list is an integral component of your overall plan, so invest
wisely on one. Get an autoresponder service that delivers
well. This factor shouldn’t be taken lightly. Your mailing
list means gold in Internet marketing, and in some occasions,
this alone could account for a good portion of your overall
sales.
Personalize
your service. Refer to them by their given names. Always
be courteous and polite. Conduct your business
professionally and they will remember you as a businessman
who is reliable and credible.
Always
over-deliver. Strive to give them more than what they paid
for. This would impress in their minds that with
your business, they will always get their money’s worth and
more!
Time
your offer. Timing is critical in landing a successful
upsell. You may be able to succeed more, for example, if
you offer additional products during the point of purchase,
that is, when the customer is in the process of buying some
goods from you. Or you could time your upsell immediately
upon delivery, like offering a special discounted price for
a limited period by virtue of their previous purchase. You
could also offer your upsell during your follow-up messages,
as we have discussed earlier. Again, timing is crucial, and
it may spell the difference between the success and failure
of your strategy.
Upselling As A Key To Your Business’ Success
Your
business would surely do well with the 60% to 90% of
the potential sales you’ll be able to win. Upselling is the
key to achieving this. The fact that a customer has decided
to trust your business means a lot. So you to be prepared
to capitalize on such trust, as it is something that you
worked hard to achieve.
Just to emphasize, upselling is really about timing. Learn
how to say things at the right time. Offering them some additional
products without thinking twice about it might work negatively
against your business. There is a difference between persuading
them convincingly, and irritating them. Once you learn this
difference you’re all set to go, and you’ll soon realize
that upselling work wonders for your income stream.
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SolveYourProblem.com : 2007
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