By Yanik Silver
If you’re already selling anything online this article is
going to show you how to add extra revenue you didn’t even know
you had “hiding” in your site without getting any more
visitors.
* Overlooked Way #1 - An Upsell:
If you’ve been in marketing for any time you’ve probably
heard of “upsells” or “bumps”. Car dealers are
excellent at using this technique. Once you have agreed to buy a car
you then go into the finance office. This finance guy is really another
place where they try to extract as much money as possible from you;
dealer financing, extended warranties, rust coating, a low-jack
security system, etc. These additions will normally add as much, or
more, profit to the dealer as the original sale. These are upsells or
cross-sells.
Another great example is if you’ve ever called a late night
infomercial you will be given an upsell. They will offer you a special
deal on the third bottle of super grime cleaner if you buy 2 bottles.
These upsells usually end up bringing more profit than the original
item people intended to purchase.
Why not do the same online?
This little “magic trick” can instantly increase your
profits 20-66% even without getting any additional business or website
visitors. It works great because your prospect is all hot and heavy and
ready to buy. They’ve got their credit card in their hand and
they’ve already made the commitment. (If you read Robert
Cialdini’s book “Influence: The Psychology of
Persuasion” you’ll see commitment and consistency is a key
psychological trigger.)
There are a couple ways I’ve successfully used upsells on my sites:
First you can use an “intermediary” page. Once prospects
click on the order buttons they’re taken to a new page (and not
the order form). This page tells people about a special offer that is
for today only and that they can get a ‘deluxe’ or
‘gold’ version of the package for X dollars more. You can
make the upsell a big dollar amount or a small insignificant little
‘bump’. I do this on http://www.instantsalesletters.com/
and my numbers have been quite good using this technique - as high as
68% some days. So think about my additional profit margins just by
inserting this one extra page. Awesome!
Another way of doing this is by “recommending” a
product. Anytime you buy something from Amazon - that’s exactly
what they do. Up comes a page that “Customers who bought __ also
bought__” and then they have a slew of products.
Next, you can also have the upsell right on the Order page.
I’ve even used something as simple as putting a check box on my
order form on http://www.instantinternetprofits.com/.
It could be that simple. On this we get a 25% upsell rate. Take a look
at what appears at the bottom after the customer has already filled out
their info to buy the course
You have to play fair and let people get the original price and
package you offered but there’s no reason you shouldn’t add
a complimentary upsell immediately. The upsell is one of the easiest
(and most profitable) techniques you can start implementing tomorrow.
This is like the “would you like fries” strategy. Unless
you’re offering “fries” you’re missing out on
tons and tons of profit. You simply need to come up with a couple more
compelling bonuses, packages or up-sells that people will get for the
upgrade.
* Overlooked Way #2 - Thank You Pages:
After upsells, I’d say ‘thank you’ pages are one
of the most overlooked profit hot-spots. Once again, there are several
ways I’ve used this technique. First of all, anytime somebody
buys a product from you online - they are taken to some kind of thank
you page. Most people will simply put “Thank you for your
order” and that’s it. They leave the customer with their
credit card in their hands to go off to some other website and give
them money. Why not give people a special deal on the thank you page or
at least give them links to your other products or other people’s
products that you make an affiliate commission on?
Now if it’s a digital product - then they need to get their
download but you can also put some recommended resources right on the
download page. At the bottom of the digital download page for http://www.publicdomainriches.com/ we have a recommendation for the new Public Domain Gold Mine(tm) package.
Those aren’t the only thank you pages. Many people totally
forget about the ‘thank you’ pages that come up after
someone signs up for your list. Now where you want to send them will
depend on where they are in the sales process - but you can have a list
of recommended resources that comes up AFTER people subscribe to your
email list. Why not? If that’s the last action you were expecting
- you should look for ways to profit from this.
* Overlooked Way #3 - Thank You Emails/Confirmations:
Don’t forget the initial email confirmation you send back to
your customers. Last technique we talked about making offers on the
thank you page but your ‘thank you’ email is one of the
most read emails. In addition to the ‘typical’ stuff you
should include like customer service information, who will bill their
credit card, etc why not add a simple P.S. to the bottom of the email
like I do offering additional resources (or even a special deal just
for customers).
I guarantee just putting these 3 easy overlooked ways to work on
your site will help squeeze out even more profits for you & without
adding a single visitor. Give it a try.
————————————–
Yanik Silver is recognized as the leading expert on creating automatic,
moneymaking websites… and he still doesn’t know how to put
up a website. He is the author, co-author or creator of several
best-selling online marketing books and tools, including his newest
resource - http://www.ultimatecopywritingworkshop.com/
