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Increase Sales Tips: Upsell, Cross Sell and Downsell

Doug Williams @ 5:14 am

This blog entry was posted on April 3, 2010.

Design into your website options for your visitors and you can increase both the number of people you sell to and the size of your average sell. You need to design your selling strategies into your website selling sequence. Choose the ones that apply to your offering.

Up-Sell

  1. Quantity: This is great for consumable products. Offer a larger quantity at a discounted price. Donuts are sold by the dozen (or even a baker’s dozen).
  2. Deluxe: Offer a premium or pro version of your product. This is frequently offered in tools where do-it-yourselfers will buy contractor grade tools.
  3. Time: Offer deals on subscription products. A year of web hosting is usually sold for a price equal to 10 months. You could offer magazines for 3 years for the price of two.
  4. Bonus: Include a free eBook, white paper, or extended warranty to entice people to upgrade or purchase a premium product.

Cross-Sell

  1. Bundle related products together into packages or kits. Tell your customers that the packaged products are cheaper than purchasing individually and they will end up with a superior result.
  2. Warranty: Offer an extended warranty during the checkout process. You can also sell an annual maintenance agreement at a reduced price that will cause the product being purchased to last longer or perform better.
  3. Suggest: People who purchased this product, also purchased these. Amazon does this on their books. This helps buyers understand companion products that they may not have considered.
  4. Existing: Contact existing customers that have purchased from you in the past. Present other products that you sell that they may need. Existing customers already know you and will be the easiest to market to.

Down-Sell

  1. Free: Remove risk by offering a free trial or a free sample to get them started. Many forms of software are sold as a free digital download that will expire in 30 days. Offer free the first few chapters of a book you are selling.
  2. Educational: Provide how to seminars or books for do-it-yourselfers that doesn’t want to purchase the full service or products.
  3. Anchor Pricing: First present premium products, then your standard products followed by your budget priced products. The first price they hear becomes the “anchor price” that all others are compared to.
  4. Entry Level: It is better to start a customer with a product that doesn’t have a high priced barrier to entry. This could be a product with limited features or lower priced related products.

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Filed under: Internet Marketing

This entry was posted on Saturday, April 3rd, 2010 at 5:14 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.

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  1. I like the anchor pricing technique, takes the shock away, drives them to a point.

    Comment by Scott C. — July 20, 2010 @ 10:08 am

  2. right I’m very interested about that, nice information thank you.

    Comment by Mike — August 29, 2010 @ 12:46 am

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