When I think about upselling, you always get this nauseous. You product launches after product launches, and all the upsell, downsell and the one-time-offers (OTO), you just feel like you want to puke.
But then again, take a look at GoDaddy and Amazon.com. Those two companies really know how to upsell. And the best thing, you don't get that nauseous feeling. Infact, you welcome their "upselling". Strange??
Well, if you look closely, these two company put a lot of effort into getting into your head. At their book information page, you will see an upsell that reads "Best Value - Buy Together Today: $19.36" or maybe "Frequently Bought Together". And the recommendation is always related to the book that you checking out at the moment.
At GoDaddy.com, when you are checking out the availability of SomeWebsite.COM, they recommend SomeWebsite.NET and SomeWebsite.ORG. And at the same time, they make recommendations of premium domain names that has been put up for sale by other domain owners. So you may also get recommendation for SomeOtherWebsite.com or maybe SomeWebsiteThatIs.com...
I guess that's why you get nauseous with OTOs. OTOs appear at a time when you least expected. The obvious thing is that may not have a "buying" thought in your mind at the moment. And all of a sudden, you see this offer...
But of course, this is different with squeeze-page-to-sales-letter. Squeeze page that leads to sales letter (like how Armand Morin always does it) makes it clear that they will see a sales letter about the product on the other side.
It's all about how making how the customer feels.
I believe the best time to upsell are below...
- At the checkout, before the customer enters payment information. If you use Paypal, before they get to Paypal.
But this has to be done right. Before getting customers to enter payment information, first display the item that they are buying, just like how e-commerce sites with shopping carts. And below that, list some products RELATED for upsell.
- At the download page. When you sell downloadable products, the customers would have to go to a download page. A good download page is one that will expire after a certain period of time. That means each of your customers will have their own unique download page URL.
Imagine this, from the first moment they open that download page, a 30-minute countdown will start. Now your customers only have 30-minute to decide whether to grab your offer or let it pass. Because it's a discounted offer, it make sense why you only do it for 30 minutes.
Of course, the download page itself expires much longer than that. Maybe 7 days or so.
That's a good trick to have, right?
- In thank you email. While the purpose of the thank you email is to send purchase information, there's no rule saying that you can't send a few recommendations. And this recommendation can land on that thank you page with the 30-minute countdown timer... that's cool, right??
I believe these are the best places to upsell. However, I know don't of any scripts or solution that helps info-marketers upsell at these places well...
OK, maybe the email is pretty easy to do. But the other two, may require some technical knowledge for those.
Over at MiniSiteGallery.com, Iszuddin Ismail (Kidino) offers free mini site designs created by professional designers. Iszuddin also shares valuable web marketing tips and tactics for mini-sites at the blog. By the way, you can also read about the Four Most Important Things To Make Sure You Upsell Right over at MiniSiteGallery.com.
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