Get with "age wave" now, and find ways to profit from this incredible, growing group of consumers.

2. Figure out what others have bought -----------------------------------------

You should also take a look at prior sales and see what products your customers often purchased together. This may give you some additional ideas and insight as to what add-ons go with what primary products. Update your table based on your review.

3. Develop new options (products, installation, maintenance plan) -----------------------------------------

Spend a little time thinking about additional options for add-on sales. Again, a great upsell product is less expensive than original purchase but is in some way related to it, and provides a fixed benefit for a fixed price.

Some options to consider: -Supplies which relate to original purchase (e.g. printer cartridges) -Maintenance or update agreement -Premium service - such as a special phone number to call with questions -Extra or printed copies of a report or e-book

4. Script your plan -----------------------------------------

You now have enough information to develop your upsell script. This is a simple as asking buyer "would you like _ with that" at time of purchase. I would also suggest you include some sort of reason to purchase. Here is an example "Would you like a set of 2 additional printer cartridges along with that? We can ship them to you with printer so they'll be available whenever you need them."

Select products you will offer with a particular primary purchase by reviewing your product table. You will want to emphasize those items which relate to primary purchase and which have highest return to you. (In fact, you may even consider raising prices of add-on products; there is often less price resistance at point of sale).

Make it easy on person talking to customer by having a separate sheet or separate section on a sheet for each primary product with specific add-ons to offer.

You can also do this via a web site, by showing pictures of related products below primary product description or next to their selected items in order summary or shopping cart.

You're now ready to go. Happy upselling!

(c) 2002 Carol Woods