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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.
Hot Timing
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!
Want to learn more? Join me next Wednesday for Closing {Re•defined}, part of Jeffrey’s webinar bootcamp: http://bit.ly/UfoSS1
By Darren Hardy, Publisher of Success Magazine
We all have our to-do lists that seem to keep growing even as you check off some tasks. Your workdays get longer, your time with family dwindles, and you find that even though you are in constant motion, you’re really standing still.
Reevaluate how you spend your time and stop doing the time-wasters. The only way you can gain more time is to stop doing something. If you don’t like what your life has become or you want to take your life and productivity to the next level, you need to figure out what you can stop doing so that you can concentrate on what you should be doing to get better results in your life.
We’ve all heard about the Pareto Principle, the 80/20 rule that 20 percent of your activity produces 80 percent of your income. Simply put, this means you should spend 80 percent of your time on the 20 percent of your activities responsible for driving your income. Figure out what your 80 percent activities are, and stop doing those so you can focus more time on the 20 percent activities that make the real difference in your results and income.
Imagine this: If you just spent 40 percent on your high-value activities, you could double your income. Spend 60 percent or even 80 percent, and you could multiply your income by four times.
Want to learn more? Join me next Tuesday on Jeffrey’s webinar on Productivity Redefined: http://bit.ly/UfoSS1
Oh sure, selling skills are an integral part of the selling process, and occasionally have to be employed. But understanding and mastering the other elements of a “sale” will get you further quicker, and with a greater profit.
Want to learn more? Join me next Monday for my webinar on Sales Redefined: http://bit.ly/UfoSS1
Business social media is not just an opportunity. It’s also an obstacle. Many businesses have rules, regulations, policies, and barriers that may preclude you from using any and all forms of social media that include their business name.
ACTION: Continue as an employee, but divorce yourself from the company as a person. There are no rules that preclude you from participating in any of the social media as a human being.
If you’re in banking, insurance, pharmaceuticals, or any other business that has a legal department that begins with the word no and ends with the word no, then take the business name out of everything you do.
You can tweet about, and you can blog about, and you can Facebook about aspects of your relationship that customers and prospects deem significant, never mentioning the name of your company, or your affiliation with it.
There is no rule against telling people the best place to take a weekend vacation, how to keep your front yard safe, how to reduce costs of heating and air conditioning in your home, or your personal philosophies and insights about life.
NOTE WELL: Leave out offers to buy.
Rather, create opportunities that will allow you to connect and opportunities to get together and meet. A seminar, a networking event, even a party.
Make the information valuable, and I guarantee it will get forwarded. Business social media is an opportunity for you to build your personal brand, build personal awareness, build your personal network, and build your personal reputation.
Yes, it takes a little chutzpah, but it will save you the embarrassment, and loss of ground, of not doing it at all.
CONSIDER THIS: Suppose you left your job tomorrow, or get laid off, or get fired. The first thing your prospective new employer is going to do when considering you for a position is check your online status and your Google ranking.
In today’s employment world, you don’t even need a resume because your Google rank, your social media presence, and your overall online presence speaks way louder than what your high school gym teacher (from 20 years ago) thinks of you.
There is a big difference between reference and reputation.
And if you’re in sales, the only people I’m going to call for a reference are your prior customers.
FINAL PIECE OF ADVICE: If you’re frustrated by what you can’t do, start doing what you can do.
Summer is HOT! Make your sales hot too. Grab my Webinar Sizzlin Summer Special while your competition is losing ground on vacation.
Are you willing to jump off the product pitch and price comparison horse and buggy and jump on the value rocket ship? 99% of salespeople are consistently trying to find a manipulative way to close the sale. Think of it this way: Is it more powerful for you to ask for the sale? Or for the customer to want to buy? Your job is to stop closing sales and start providing value or you will always lose to price.
Want to get an idea of how my webinars work? Here’s an excerpt from my “Differentiate or Die” webinar:
"You cannot afford to overpay or underpay salespeople. Mark Donnolo knows the strategies and the formulas that work."
Jeffrey Gitomer, author of Little Red Book of Selling
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The Little Red Book of Selling |
The Sales Bible |
Little Teal Book of Trust |
Little Gold Book of YES! Attitude |
Little Platinum Book of Cha-Ching! |
Little Red Book of Sales Answers |
Little Black Book of Connections |
Little Green Book of Getting Your Way |
Customer Satisfaction is Worthless, Customer Loyalty is Priceless |
