Add-on Sales - The Key To Success On The Web
| Category: Selling Techniques | Date: 2003-08-25 |
Question: Can you guess the cheapest way to make a sale?
Answer: Sell to the customer that just bought from you!
All successful salespeople have one thing in common: They know how to make sales "after the sale". There are many costs associated with finding a buying customer. Selling is not a cheap endeavor. This is why it makes sense to really go after add-on sales.
For example, if you have ever purchased a new computer, you probably noticed how before you left the store the salesperson had "helped you decide" to purchase a surge suppressor or extra ink for your printer. Maybe even an extended warranty for your new PC.
These add-ons probably doubled the store's profits (and the salesperson's commission) from the original sale. Without paying for any extra advertising or promotion, that $1000 sale may have easily turned into $1300-$1400!
You may be asking "Can I do this on the web?". The answer is of course you can. In fact, making add-on sales from your website is much easier than it is for a brick and mortar store.
There are actually two excellent methods of making add-on sales from your web site:
1 - Suggest options and accessories on the order confirmation page. Remember the printer and ink example? If your customer is ready to pay for a new printer, display a "suggestion box" on the side of the page reminding him to add an extra ink cartridge to the shopping cart. And don't forget the cable!
2 - You can also make an add-on sale AFTER the sale! After the order is completed and processed, the customer should be taken directly to a "thank you" page. On this page you'll thank the customer for giving you his business.
This is also a great time to ask if he forgot anything and give him the option of returning to your products page. Or simply advertise a related but completely different product. After all, he is already motivated to buy (he just did) and most likely he still has his credit card in hand!
Always remind the customer that he will save money with multiple item discounts and combined shipping charges. Ask for the add-on sales and boost your bottom-line!
About The Author
© 2003 Rick Rouse, Tek18.COM
Rick Rouse is the owner of Tek18.COM. He has written several articles and ebooks about search engine optimization, web site traffic-building, and internet marketing.
customerservice@tek18.com
http://www.tek18.com
Answer: Sell to the customer that just bought from you!
All successful salespeople have one thing in common: They know how to make sales "after the sale". There are many costs associated with finding a buying customer. Selling is not a cheap endeavor. This is why it makes sense to really go after add-on sales.
For example, if you have ever purchased a new computer, you probably noticed how before you left the store the salesperson had "helped you decide" to purchase a surge suppressor or extra ink for your printer. Maybe even an extended warranty for your new PC.
These add-ons probably doubled the store's profits (and the salesperson's commission) from the original sale. Without paying for any extra advertising or promotion, that $1000 sale may have easily turned into $1300-$1400!
You may be asking "Can I do this on the web?". The answer is of course you can. In fact, making add-on sales from your website is much easier than it is for a brick and mortar store.
There are actually two excellent methods of making add-on sales from your web site:
1 - Suggest options and accessories on the order confirmation page. Remember the printer and ink example? If your customer is ready to pay for a new printer, display a "suggestion box" on the side of the page reminding him to add an extra ink cartridge to the shopping cart. And don't forget the cable!
2 - You can also make an add-on sale AFTER the sale! After the order is completed and processed, the customer should be taken directly to a "thank you" page. On this page you'll thank the customer for giving you his business.
This is also a great time to ask if he forgot anything and give him the option of returning to your products page. Or simply advertise a related but completely different product. After all, he is already motivated to buy (he just did) and most likely he still has his credit card in hand!
Always remind the customer that he will save money with multiple item discounts and combined shipping charges. Ask for the add-on sales and boost your bottom-line!
About The Author
© 2003 Rick Rouse, Tek18.COM
Rick Rouse is the owner of Tek18.COM. He has written several articles and ebooks about search engine optimization, web site traffic-building, and internet marketing.
customerservice@tek18.com
http://www.tek18.com
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