For the Upsell , Timing is Everything
This blog entry was posted on April 21, 2010.
Upselling is a successful ecommerce strategy where you introduce another offer after a customer has already made the decision to buy something. The odds are much greater of completing the sale if you can present your upsell offer at the most opportune time… immediately after the purchase.
If you can offer them something else to buy immediately after their purchase, the odds of making the sell are excellent.
If you buy some sort of appliance or computer at a traditional store, the cashier at checkout will offer to sell you an extended warranty. In the ecommerce world, this may be just enough to frustrate your buyer. If you present your upsell before the transaction is complete, you run the risk of your customer abandoning the transaction and leaving.
1ShoppingCart has a new feature called Upsell Express. Here the customer is presented with an upsell as soon as the transaction has completed. Here there is a one click transaction for each upsell offer. All of the information is still stored from the prior purchase. With a single “Add to my order” button, the customer adds the upsell to their order, and the sale is made.
You can present multiple post-sale upsell offers. You can even follow each decline with a down-sell offer of a less costly product option.
The only complaint I have heard about the Upsell Express is that if you don’t have a down-sell and the customer does not purchase the upsell, it automatically takes them to the next upsell. You cannot send them to some sort of exit page. This could frustrate customers.
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Filed under: Internet Marketing
This entry was posted on Wednesday, April 21st, 2010 at 4:25 am and is filed under Internet Marketing. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.No Comments
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