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Upselling Techniques to Boost Revenue

Adam Johnson, Ytel |  
It is no secret that upselling is the magic bean that generates outsized revenue streams. Once you have a customer on the line and in a good mood, you are in a perfect position to expand their investment into your company. Here are some of the best upselling techniques to use for a revenue boost.

Once you have a customer on the line, you are in a perfect position to expand their investment into your company. Here are some of the best upselling techniques to use for a revenue boost.

Personalize the Upsell

Are you showing every customer the same product during the splash screen? If so, you're not listening to the real-time behavior of that customer. Make use of real-time behavior patterns to determine the best items to show your customers are they near the end of the conversion process.

Create Value

It's generally accepted that no upsell should increase the price of the order by more than 25%. For instance, if your customer is looking to buy around $200 worth of product, then $50 should be the max price of the upsell shown. Shopping cart filters can make this happen for your business easily.

Introduce Familiar Products

You should only introduce complementary products during the upsell. More than that, you should only introduce products that your customer will be familiar with. This is easy enough to track - you can make a note of the product pages that your prospect visited before deciding on a final purchase. Unfamiliar items will only confuse the customer and may misdirect them away from the original sale.

Upsell Once

Hit them once, and hit them hard. Everyone can appreciate a good upsell, even if they don't bite. If you show products that are relevant to the purchase and the customer, they can at least say, "That makes sense. I may purchase the next item during my next visit to this site." You never know. They may truly be out of money. However, if you hit them constantly with upsell after upsell, especially for products that are irrelevant to them, they will view your business as a scam and get out of there as quickly as possible.

Sale Bundles

The "sale stack" works wonders on customers who are looking for a deal. Your first discounted price comes from the initial sale. You then present your prospect with an additional discount if they also participate in the upsell. In many cases, the slashing red is just the signal that a prospect needs to buy both products as a bundle rather than put the sale off. This strategy is especially poignant if the upsell product is highly complementary to the initial product.

Offer Upsell Options

Give the prospect a few options on the upsell, but not too many. If you want to maximize revenue, you still need a clear choice in terms of the upsell. The choices that you give are meant to make the winning choice look even more obvious. 

Even the largest retailers have recognized upselling as a vital part of the sales process. Since 2006, Amazon has noted that upselling accounts for at least 35% of its revenues. Take direction from the best. Upsell tactfully, and you will certainly experience similar results.

Looking for more sales inspiration? Check out our favorite sales podcasts here.

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About The Author

Adam Johnson, Ytel

Adam is our Director of Sales and he hustles every day to build relationships with our valuable customers to ensure they're getting the experience and technology their businesses need in order to scale and grow.


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