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
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 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 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.
(c) Surefire Marketing, Inc.
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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
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