Exploring ways to generate more revenue per customer. Up-sell, cross-sell, and keep them coming back for more.

1. Exploring ways to generate more
revenue per customer.
HOW TO SELL MORE
PER TRANSACTION

2. OUR JOURNEY
● Cross-Sell & Up-Sell
● Bundling
● Backends
● Customer Activity
Create larger transactions
Create more frequent transactions

3. ● Introduction to various ways of increasing
Customer Lifetime Value (LTV)
THE IDEAL TAKEAWAY

4. THE GOAL

5. INCREASE REVENUE
● Sell more products per checkout
● More checkouts per customer

6. CROSS-SELL & UP-SELL

7. UP-SELL
● Sell the customer something of a higher value than
the first thing they decided to buy

8. CROSS-SELL
● Sell the customer something additional that may
be related or unrelated to the first thing they
decided to buy

9. THE DIFFERENCE

10. FOR EXAMPLE...
Up-sell can be
additional
products.

11. BUNDLING

12. SPECIAL FORM OF UP-SELL
● Packaging things together to increase the initial
sale, or any individual sale

13. FOR EXAMPLE...
Convenience
packages

14. BACKENDS

15. WHAT IS A BACKEND?
Is your business surface-only
or is there more than meets the (initial) eye?
● Front-end — first product that a new customer
buys
● Back-end — all additional products that a customer
will buy from you over the time that they remain
your customer

16. 3 KINDS
● Functional Extensions
● Category Extensions
● Joint Ventures

17. FUNCTIONAL EXTENSIONS
● Line extensions are additional products or services
that are functionally related to existing ones
e.g. Conditioner as a line extension to shampoo.
Also called “Line Extensions”

18. CATEGORY EXTENSIONS
● Brand extensions are additional products or
services that are unrelated to existing ones but in
the same category
e.g. Tax services as a brand extension of accounting.
Also called “Brand Extensions”

19. JOINT VENTURES
Incorporating a 3rd party. Can be…
● Your customers, my product, or
● Your product, my customers
Can be either Functional or Category Extensions.

20. EXAMPLE...
If they initially bought a
board game, what
additional games might
they also want to play?

21. CUSTOMER ACTIVITY

22. CUSTOMERS BUY MORE ‘TIMES’
● Increase frequency of purchase
● Extend the life of the customer
● Reactivation of stagnant customers

23. CLOSING

24. CLOSING THOUGHTS
● It’s all about getting your customers to buy more
items per checkout, and
● Keep them coming back for more longer

25. THANK YOU
Chris Mohritz / chris@mohritz.co
Slides: 10x.to/rfbo
A
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26. UNLEASH YOUR BUSINESS
EMBRACE EXPONENTIAL
10xeffect.com