By Lisa Sasevich, known by many as the Queen of Sales Conversion
One of the reasons I’m known as the Queen of Sales Conversion is because I’m always showing you how to cash in on the low hanging fruit in your business.
Two of my very favorite ways to do that are through upsells and cross-sells. They not only add more income, but they allow you to serve your clients more deeply.
People often use the terms interchangeably, and that’s okay. The important thing is to put both of them to work in your business!
Upsells Move Up
An upsell is an additional product or service, typically a higher-priced replacement, for a customer or client. McDonald’s offer to supersize your soda or fries is that type of upsell.
Upselling can also be simply exposing the customer to other options he or she may not have considered.
For example, after our clients invest in The Invisible Close for $197 and develop their Irresistible Offers, I anticipate their next problem, which is usually writing their Speak-to-Sell talk so that they can get on the stage and make that Irresistible Offer to lots of people at the same time. To help them do that, I offer our Speak-to-Sell Bootcamp for a more significant investment.
Upsells are a great service because they give your clients the support they need when they need it.
Cross-sells Move Side-to-Side
While an upsell moves vertically, a cross-sell is a horizontal move. It’s a product or service that is related to what a customer or client is buying. For example, if you buy tennis shoes at Big 5 they will often offer you a special price on a six-pack of socks. That’s not an upgrade, it’s an additional thing that the person who wants the shoes would also want.
If you’re at my Impact & Influence event learning high-ticket selling and you invest in my 6-Figure Teleseminar Secrets Program while you’re there, that’s a cross-sell. You’re adding the ability to attract clients via teleseminar to your ability to sell high-ticket, thus increasing the breadth of your expertise through my work.
The best time for an upsell or cross-sell is when the client has his or her credit card out. An example of this online would be another offer that pops up on the thank-you page, something that would make sense for them to add to or upgrade from their order.
Clients in a buying mood are great prospects for upsells and cross-sells. If you make it known to them, it’s very possible they will buy something else, which serves both them and you at a higher level.
All you have to do is ask!