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Ignite sales with compelling upsells and cross-sells

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Presented by Brian Jambor.

Presented by Brian Jambor.

Published in Business , Technology
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  • 1. Ignite SalesWith Compelling Upsells and Cross-sells Brian Jambor Partner Marketing & Sales Specialist Infusionsoft
  • 2. Beat out the competition“Upselling is likebringing a gun to aknife fight” -@carlosinho
  • 3. The common upsellDo you want fries withthat?Why is this socompelling?
  • 4. The common cross-sellWhy is this socompelling?•You’re eating anyway•It’s not that much more•If you get fries, do youwant to make it a mealfor $1 more?
  • 5. Why it works?Adding on features that provide tons ofvalue at little or no additional cost to thebusiness accounts for a greater net profitper transaction.
  • 6. Why it works?At this point as a consumer, I’mthinking...why would I pay $79/mo if I canpay $35/mo?
  • 7. Creating the entry level• What does an iPad cost?• How much did you pay for your current iPad?• Are you willing to upgrade for only $499?
  • 8. Making it an easy choice• Will 16gb be enough?• I can double my storage for only $100 more (200% storage for only 20% more in cost)• For only 26% more I can get WiFi + 4G.
  • 9. Making it an easy choice• Should not increase purchase total by more than 25%
  • 10. Create product bundles for an easy upsell• Get a basic coaching package for $999.• Get our deluxe package which also includes 3 hours of 1:1 mentoring for $1299• Get all of the above and a signed copy of my book for $1500
  • 11. Create product bundles for an easy upsell What I was going to buy. What I ended up buying. They made an extra $27!
  • 12. Leverage the Power of SocialHow many other “smart consumers” choseone option over another? This works forverbiage such as “Most Popular” as well.
  • 13. Leverage the Power of SocialOther Customers were looking at:•Similar Items•Complementary Items
  • 14. Can you use 2? •We might run out! •Quantity Discount! •Friends & Family? •Gifts?Source: http://www.squidoo.com/Techniques-To-Upsell
  • 15. Can you use 2? Limited time offer. You’re limited to 2. It’s a $249 Thermostat! Can I resell it?Source: http://www.thenest.com
  • 16. For a limited time, upgrade at a special price Perfect to put on a thank you page.http://www.squidoo.com/Techniques-To-Upsell
  • 17. Bought from a Competitor? Upgrade! •Perfect for a dedicated LP •Call out your advantages •The ultimate Upsell!!!
  • 18. Add 1 more item and shipping is FREEhttp://www.squidoo.com/Techniques-To-Upsell
  • 19. Upsell based on Fear of Loss •Extended Warranty •Dedicated Tech Support •Managed Services •Upgrades for Lifehttp://www.firepolemarketing.com/blog/2012/01/31/upselling-done-right/
  • 20. Massive Margins in Warranties •Account for 45% of Best Buy’s Income - Business Week •Margins typically are 60 to 70% •The Math: •Spend $1 on a Warranty •$0.60 is profit for Retailer •$0.20 is paid out in claims •$0.20 is profit - Insurance co.
  • 21. Upsell based on additional training •Additional training/coaching •1:1 consultations •Group Webinars/Coaching Low Cost ($49/mo for 15 attendees)
  • 22. Upsell based on additional training Low Cost ($49/mo for 25 attendees)
  • 23. The Upsell has to make sense
  • 24. The Upsell has to make sense
  • 25. The Upsell has to make sense Yard Maintenance
  • 26. Targeted Cross-sell Post Purchase •Coupons Post Sale •Thank you page •Inserts with Paid Invoicehttp://www.ipowerweb.com/iboost/profit/selling_products_or_services/increasing_sales/articles/03030.html
  • 27. Becoming an Affiliate •It has to make sense. •Google is your friendhttp://www.ipowerweb.com/iboost/profit/selling_products_or_services/increasing_sales/articles/03030.html
  • 28. Becoming an Affiliate •Does it fit with your industry?
  • 29. Becoming an Affiliate Are you part of the overall solution?
  • 30. Finding Correlating ProductsMaybe I offerheart healthyrecipes as across-sell
  • 31. Accessing a library of cross-sells http://www.cj.com/
  • 32. Cross-selling based on previous purchases •Tagging System •Triggers based on Purchases Upsells Based on: •Date Range Criteria •Promo Code Criteria •Product and/or Qty Criteria •Subscription Plan in Cart •Order Total Criteria
  • 33. Questions?
  • 34. Take a Tour of Infusionsoft Make it EASY