Copywriting secrets: upselling your buyers ($$)
If you sell more than one product or service, then this copywriting secret will put more cash into your pockets than any other single piece of information you’ve received from me, this year.
This information shines a light inside your prospect’s mind and shows you exactly what they’re thinking, the precise moment they’re buying something from you.
Here’s the deal:
Upselling, or selling something to your buyer after their initial purchase, is often the lifeblood of any direct-marketing company.
And what I’m about to tell you is a brain-dead secret that’s so simple, it’s not even funny. Yet, using this strategy will increase your sales, dramatically.
Ready?
O.K., here goes: Conventional wisdom says otherwise, but I will tell you flat-out, to ALWAYS present your most expensive offer first.
See, most people present their smallest offer first, and then they escalate upwards to their next highest-priced offer, and then up again to their highest offer.
And this is why most of your customers take the lowest or “maybe” the middle offer. See, when you go from small to large, customers have to talk themselves “into” spending more money. But when you present your top-dollar offer first, then… your customers are faced with the unpleasant task of having to talk themselves “out” of getting more value.
And who wants to get less value, right?
Also, unless you have a rapport with your customers, or unless you’ve tested your offers, I limit the number of choices in my offers to two. Three choices presents too
much confusion, and confusion leads to disconnect. And of course, disconnect leads to no sale being made.
The proof here is in the pudding. On every offer I run, either for myself or for my clients, upwards of 90 to 100% of all buyers opt for the higher-priced item, simply
because of this strategy. I kid you not.
In fact, in Strategy # 12 inside How To Make Maximum Money With Minimum Customers, I show you exactly how I sold two separate products. On one of them, 87.9% of my buyers took the highest product (that was attached to not one, but TWO different continuity programs), and on the other product, 98.4% of my buyers took the higher-priced program.
And the nice thing about this is that to a certain extent, every single dollar you make on the upsell, is virtually “found money” you wouldn’t have had, otherwise.
Now I realize most people will disagree with this, and they’ll tell you to do it the other, more conventional way. Meaning, to go “up” in price with each option you present. But following conventional wisdom is only going to get you conventional results.
And besides, the numbers don’t lie. Upselling is a critical direct-marketing strategy that can mean the difference between having loads of cash-flow coming in, and just getting by, so make sure you don’t ignore this concept.
Now go sell something, Craig Garber
P.S. Recently received this: “Craig, I just wanted to write and thank you for the book “How To Make Maximum Money With Minimum Customers.” I’ll admit I swallowed hard when I clicked on the “buy now” button and saw the price. However after reading the book it’s worth at least ten times what you are asking.
Not only do you layout your entire process from beginning to end, you explain the thought process behind why you set your business up the way you do. One would think with over 300 pages there would be a lot of “fluff” in the book but there isn’t, just a complete breakdown of your business. It is my number 1 business book!!!! I will keep it on my desk to use as a reference manual. Thank you”
Jeff Cotterman – Brownsburg, IN
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Discover how I made over $578,000 with a small online list of less than 5,000 names, and without spending even one thin DIME on advertising — AND… at at 90% profit, in my newest book, “How To Make Maximum Money With Minimum Customers.” I am so convinced this book will create dramatic and almost immediate increases in sales and cash-flow in your business… it comes with a LIFETIME guarantee.
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