5 Tips for Maximising Your Profits From Upselling and Cross-Selling

_{Tip 1: Offer a lot of value for a small amount of fee or an additional fee: McDonald's does this well, such as they offer to add an additional offer for "only 39 cents more." It's a small additional charge and yet it offers a huge of value for customers not for McDonald’s as such.}

_{Let's suppose you're selling a product for $50, and you offer a cross-sell or upsell for $20. That's 50% or 60% of original price tag, and so it's unlikely the customer will grab this product.}

_{Instead, you can offer a cross-sell or upsell for a small number of fee, which will be psychologically easier for the customer to handle. E.g., your cross-sell on a $50 item might be $10, $15 or even $25.}

_{And this brings us to the next tip i.e. tip no. 2}

_{Tip 2: Test your cross-sells and up-sells: One way to know for sure which up-sells and cross-sells will put the most money per month is to test it. You should test different products, test add-on products versus offering packages or you can add test different price points.}

_{Tip 3: Use Combine strategies:  Some marketers have found that customers are more likely to purchase a product with cross sell, if they're presented with a package option and an add-on of an individual product or an offer to win prizes. Test this for yourself by offering both options on your order form.}

_{Tip 4: Try to Guide customers to a specific option: Remember, if you put too many good options in front of your customers, they'll hesitate what they have to do. They may get leaving and not buy anything. So a good way to overcome this is to make one of your options to be look like at least one or other options look like the bad options.}

_{Let's say you're selling a weight-loss course for just $50. So, this is going to be like:}

_{Option 1: Add a low-calorie cookbook for an additional fee of $6.}

_{Option 2: Add the low-calorie cookbook + an exercise video + access to a support forum for just $8.
Option 2 is obviously the better buy, so your customers are likely to flock to it just like Google AdWords.}

_{Tip 5: Tell customers what the added charge is instead of the total price: You want your customer to focus on a smaller digit number, which is the add-on price on product. That's clearly easier to justify as opposed to having the customer focus on the big number digit, which is the actual total order price.}

_{Let's suppose you're selling a $100 item with a $15 cross-sell option. Here's the difference:}

_{·          Correct ad: Focused on additional fee: "Have a lifetime membership to the support forum for just $15 more."}

_{·          Incorrect ad: Focused on total price: "Have a lifetime membership to the support forum. Your total cost is $115."}

<sub>Did you see the difference?

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