Mistake #1 - No Upsells in Your Online Ordering System
Millions of dollars are left on the table every year by
Internet merchants, especially information marketers, who
are not offering their customers one or more additional
products during the online ordering process. If you're not
taking full advantage of this most opportune time to sell
your customers more of what you have to offer then you're a
member of this club. This is NOT the club that you want to
be a member of.
If your product line contains only a single product then it
makes it difficult to sell more of your own products or
services to your customers. So find a complementary
product or service from another supplier that you can sell
via an affiliate program.
If you can't bundle it in on your own order page (maybe
it's a digital product delivery direct from the author),
then offer it on your online thank you page via an
affiliate link to the other site.
Or, if your product or service is appropriate, offer an
extended subscription at a reduced price or come up with
other quantity discounts to get more money out of your
customer's pockets now. You can upsell (or cross sell)
either more of your own product or service or someone
else's product.
I've seen scenarios where the upsell percentage has been as
high as 90% on some products. That means 9 out of every 10
people who were offered the additional product or service
took advantage of it. Obviously, that results in a very
positive impact on your bottom line - at no additional
sales cost.
I've also seen upsells work where the product being offered
as the upsell was priced at more than 5 times the price of
the original product. This is definitely not the norm -
but is very impressive nonetheless. Anything you're
considering should be tested first to see what gets the
best response, but what you can test is only limited by
your own creativity.
Information marketing can be a very tricky business. There
are lots of little mistakes that can trip you up. These
mistakes can totally derail a project or, at the least,
cause you to leave thousands and thousands of dollars on
the table.
A lack of upsells during the online ordering process is
just one of the many mistakes that you can make. Avoiding
these mistakes is the key to building a successful
information marketing empire.
Upsells are powerful. Use them every time when selling
your information products.
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Bret Ridgway is co-founder of Speaker Fulfillment Services,
a company that provides product duplication and fulfillment
services for speakers, authors, and information marketers.
He is also author of the course "The 50 Biggest Mistakes I
See Information Marketers Make" which is available at
http://www.50BiggestMistakes.com
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