Everytime time I think about it, I keep kicking myself.<\/p>\n
A while ago, I wrote an email about upsells.<\/p>\n
I discussed some of the more aggressive tactics I use to increase conversions.<\/p>\n
But every time I think about it, I think I sounded greedy. Like all that matters is increased conversions.<\/p>\n
So today I want to approach \u201cWhat makes upsells work\u201d from a different perspective.<\/strong><\/p>\n Let me give you three cornerstone ideas that will lay the foundation of a great upsell.<\/p>\n #1 – Trust<\/strong><\/p>\n You have to appreciate, once you get a person to pull out their credit card\u2026 for any amount of money\u2026 THEY TRUST YOU.<\/strong><\/p>\n That\u2019s a HUGE deal.<\/p>\n On the internet, deception abounds. Everybody\u2019s looking for the scam or the catch or what\u2019s not being said that should be.<\/p>\n So when someone gives you their money, good for you! That\u2019s implicit proof they trust you and you should be grateful.<\/p>\n That stated, they may not trust you yet with their life savings or their first born. Increasing trust between people takes time and repeated positive vibes and interaction.<\/span><\/p>\n But I can\u2019t count the number of times, a $27 sale has turned into a $5K seminar that has turned into a $25K mastermind or high-ticket 1:1 coaching.<\/p>\n The other thing that should come as no surprise:<\/p>\n Trust can be rescinded.<\/strong><\/p>\n Yes, you can screw up a good thing. Just one screwup and you\u2019re toast. You\u2019ve burned the relationship.<\/p>\n What\u2019s taken a year or two, can be flushed in one email or video.<\/p>\n So be careful.<\/p>\n I\u2019ll talk about this more in a sec but the thing about trust is that it does matter how trustworthy you think you are. The person who decides that is always the customer.<\/span><\/p>\n The best you can do is to constantly and consistently be demonstrating you are trustworthy.<\/p>\n #2 – Complementary Irresistible Offer<\/strong><\/p>\n I discussed this in the previous upsell email. The upsell should complement the frontend offer.<\/span><\/p>\n It should give people the feeling that \u201cif I really want the result I\u2019m looking for, I really need this, too\u201d<\/em>.<\/p>\n And it helps if you give them an irresistible deal. In other words, it\u2019s time to \u201cdrop your pants\u201d.<\/p>\n Some of my best results were upsells where we offered 10-20 ebooks worth $19-$47 each for the price of one or two.<\/p>\n Try it. You\u2019ll be amazed.<\/p>\n Then there\u2019s the \u201csupersize me\u201d strategy.<\/p>\n For instance, if a person buys one bottle, give him\/her a deal if they buy three or six.<\/p>\n Sounds kinda weird that they\u2019ll buy an unknown product \u201cin bulk\u201d. But that\u2019s the power of the frontend copy at work. The copy is building a bond where the prospect trusts you so much, they feel good about buying six bottles of your formulation at one time sight unseen.<\/span><\/p>\n I live for those days. You probably do, too. \ud83d\ude42<\/p>\n #3 – Put the Customer First<\/strong><\/p>\n The number one thing to remember when you\u2019re using upsells is to always put the customer first.<\/span><\/p>\n It\u2019s quite tempting to do whatever takes to get the sale and increase the average order value. But I caution you not to do it at the expense of your customers.<\/strong><\/p>\n It\u2019ll mess up your brand.<\/p>\n Whatever futures launches, flash sales or email backends you\u2019re planning will be compromised. Because the previous interaction left a bad taste in their mouth.<\/p>\n When planning your upsell strategy, the question you have to ask yourself is \u201cHow is this upsell improving the customer experience?\u201d<\/p>\n Because to me that\u2019s the ultimate goal.<\/p>\n Upsells were originally a gimmick, a way to put another offer in front of people. But now there\u2019s a true science to them.<\/p>\n Upsells do a bunch of other things for your business, but none are worth talking about unless they increase the customer experience.<\/strong><\/p>\n So thanks for letting me get this off my chest. Now I can sleep at night. \ud83d\ude42<\/p>\n Talk soon,<\/p>\n Matt If getting upsells right are a challenge for you, feel free to reach out.<\/p>\n It may be the offer, the design or the copy. I don\u2019t know yet. But let\u2019s discuss! \ud83d\ude42<\/p>\n","protected":false},"excerpt":{"rendered":" Everytime time I think about it, I keep kicking myself. A while ago, I wrote an email about upsells. I discussed some of the more aggressive tactics I use to increase conversions. But every time I think about it, I think I sounded greedy. Like all that matters is increased conversions. So today I want […]<\/p>\n","protected":false},"author":2,"featured_media":5434,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[1],"tags":[],"acf":[],"_links":{"self":[{"href":"https:\/\/conversiongods.com\/wp-json\/wp\/v2\/posts\/5447"}],"collection":[{"href":"https:\/\/conversiongods.com\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/conversiongods.com\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/conversiongods.com\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/conversiongods.com\/wp-json\/wp\/v2\/comments?post=5447"}],"version-history":[{"count":0,"href":"https:\/\/conversiongods.com\/wp-json\/wp\/v2\/posts\/5447\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/conversiongods.com\/wp-json\/wp\/v2\/media\/5434"}],"wp:attachment":[{"href":"https:\/\/conversiongods.com\/wp-json\/wp\/v2\/media?parent=5447"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/conversiongods.com\/wp-json\/wp\/v2\/categories?post=5447"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/conversiongods.com\/wp-json\/wp\/v2\/tags?post=5447"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}
\nP.S.<\/strong> I said previously upsells have become a science. But they\u2019re also an art.<\/p>\n