Welcome to this week’s Marketing Minute Tip, a 30-second lesson every Marketer should learn from the Car Dealer Industry. At AMS we realize most people don’t put much stock in typical car dealer sales tactics, but there is one technique you simply can’t afford NOT to use.
We have all experienced it. It’s called “The Art of The Up-Sell”. Now before you stop reading because you hate car dealer sales tactics, let me explain. I’m not talking about tricking anyone, being dishonest or taking advantage of a prospect.
I’m talking about giving your prospect options. I’m talking about getting ready to process the client’s order (either online or in person) then asking a simple, non-committal question…
“Because you’re ordering ‘x’ you have the option to also get ‘y’ for ‘x’ dollars.
Would you like to do that or do you just want the regular package?”
That’s it. With that one technique, you could be getting results like Internet Guru Yanik Silver who consistently reports closing 66% of his up-sell offers. And the best news is it works on or off-line.
Go ahead and give it a try with your products or services. Just choose a product or service then decide how you can increase the PERCEIVED value of that product or service without significantly increasing your HARD costs.
So if, for example, you currently sell an e-book or some other product for $24.97, tack on something like a free Tele-seminar (that you’re going to be hosting anyway), group coaching call, checklist, template or other item with a high-perceived value but a very low hard cost. Then offer this “upgraded” package for $15 more. (Note: Do NOT offer this upgrade until AFTER they’ve filled out their order information.)
It may not sound like a big difference in price, but if you take a closer look you’ll see this technique just increased the profits from the example above by more than 60%. Not bad.
If you would like to learn more about the Marketing Strategy we reviewed today go to www.YourMarketingRobot.com
Or, to see more information about our complete membership system, go to www.ProspectsToProfits.net or give one or our reps a call at 1-800-858-8889.
To your marketing success,
Automated Marketing Solutions