Doubling, or even tripling new customer sales can be like taking candy from a baby. Really. It starts with having more than one product to offer your customers. This additional product or products can be your own products or those that you are promoting as an affiliate. Prior to going live in selling a product, you’ve got to make a list of all of the products you can think of that are related to the main product you want to sell. Obviously, the key word here is “related”. You sure don’t want to offer shoes as an additional product for sale when you are selling an ebook on how to fix your car. Keep it related, and you’ll have a far better chance of making the additional sale.
After you come up with a list of potential related products, you’ll need to consider the sale price of these products. You should always have a range of products available at multiple price levels. When you have multiple products available at multiple price levels – or price points – you will be able to upsell, cross-sell and back-end sell to all of your existing customers. Of course, it’s always easiest to sell to existing customers. But, don’t overlook the fact that people – new customers included – always want more, more, more! Provide them with a product that will solve their problem, and additional products that will solve related problems they may be having. All you really need to do is to let them know that additional products are available and give them a reason to buy.
Upselling is one way to do this. I’m sure you’ve been up sold before – perhaps at your local fast food restaurant. When asked if you want fries or cheese on a burger, you’re being up sold. You can do the exact same thing on your web site. Let’s say you have an ebook you are selling for $47. When you set up your order link, you send customers to a “One Time Offer” page that pitches a course that contains a complete 5 CD set loaded with X number of videos or audios, plus your eBook for $97. You’d be surprised at how many people will jump at an offer like this. $50 more in your pocket without any other real cost, outside of the 30 cent CDs.
Cross Selling is another way to increase sales. This is simply the process of selling an additional, related product after they’ve made the initial purchase. Let’s say you’ve just sold your customer that $47 eBook discussed in the previous example. Well, now you’ll make them an offer to purchase the 2 hour seminar (webinar you recorded last month) for $77. After all, it compliments your eBook and provides a seminar not available anywhere else at any price!
So, let’s get down to brass tacks here. Let’s assume you teach people how to make money online. Here are Ten Ways you could double or triple your sales to new customers right out of the chute:
1. Offer A free Report (obtain web site visitors email address for future promotion>
2. Sell a basic eBook for $37
3. Up Sell them with a 2 Hour Seminar for $50
4. Cross Sell them with a 3 CD Set with training manual for $97
Be careful not to pitch too many things at once. I like to use either upselling or cross selling during the sales process, but not both on the same sale
5. In follow up emails over the next several days, offer the following:
Bronze Level coaching program – $179 a month
1 Day Bootcamp with you – $350
5 Week In Depth Live via Webinar Training Series – $497
Silver Level Coaching Program – $297 a month
Gold Level Coaching Program – $997 a month
One on One consulting at your location – $5,700 per day
While you may think that doubling your sales from new customers is some wild pipe dream, I can tell you from personal experience that it’s not. In fact, upselling and cross selling accounted for nearly 50% of my sales last year.
