Successful Upselling

Written by Kevin Nunley

Continued from page 1

1. Bundle several related products or services together. Droprepparttar price below whatrepparttar 127494 total would be ifrepparttar 127495 customer bought allrepparttar 127496 products separately.

When a customer inquires about a single item, point out she can get that item PLUS a great deal more by purchasing your bundle.

You will find many customers just can't resistrepparttar 127497 bundle bargain. Announce your new bundle with flair. It can pull in orders faster than you can fill them, especially if you advertise heavily to existing and previous customers who already have a good taste for what you offer.

2. "It works fine by itself, but it REALLY works when you add THIS." If your product or service works much better with a complimenting item, be sure to tell customers about it.

It is surprising how many products and services go hand in glove. It's hard to have one without needingrepparttar 127498 other.

Years ago I wrote press releases for $75. A great many customers boughtrepparttar 127499 release, but never got around to sending it to media. So I started writing AND sending press releases. The $75 press release became a $295 release-and-distribution. Almost no one boughtrepparttar 127500 press release by itself after that.

3. If a little worked, a LOT will work even better. As soon as you learn a customer is having success with your product or service, offer them a good deal on more of it.

Sheila's family likesrepparttar 127501 yellow bars of soap one company sells. Whenrepparttar 127502 distributor who services her account hears about this, he offers her a deal on six bars each and every month.

This works as well for management consultants as it does for soap sales. If you solve one problem for a company, pitch them on letting you solve three or four more problems for them. Later you can convince them to let you handle all their problem solving needs.

Successful upselling needs to be atrepparttar 127503 core of every business or professional practice. It can instantly multiply your profits. You might well go from just getting by to living comfortably, and from living comfortably to rolling in wealth.

As you can see, super-sizing every order has to do more with planning than with any special selling skill. Get good at fulfilling a need. Then create packages and strategies that sell even more of your solution to each customer.

Kevin Nunley provides marketing advice, business writing, and popular promotion packages. See his 10,000 free marketing ideas at Reach Kevin at or 801-328-9006.

Education Builds Credibility With Your Prospects

Written by Craig Valine

Continued from page 1

* If your guarantee is longer thanrepparttar competition, tell them why. It will show that you truly believe in your product and are willing to stand by it no matter what.

* If you're having a private sale for existing customers, tell them why. It will show them how special they are and how much you care about them.

* If you do business differently than anyone else in your industry, tell them why. It'll show that you're not just another commodity and copy-cat business.

* If you're selective about who you'll do business with, tell them why. It'll revere them as special and increase their confidence in doing business with you over and over again.

You see, it's very simple. Educate them. Tell themrepparttar 127493 reasons why, and you become not onlyrepparttar 127494 leader in your field of expertise, but you becomerepparttar 127495 resource that your customers want to follow and respect.

How many businesses you do you know that actually tell yourepparttar 127496 "whole truth" about a product or service or special they're offering? Not many. Andrepparttar 127497 one's that DO explainrepparttar 127498 "method to their madness," arerepparttar 127499 one's that are very successful.

Honesty and education breeds credibility and trust. Avoid being vague when you communicate an offer. The truth and nothing butrepparttar 127500 truth will help you becomerepparttar 127501 business leader you know you can be.

Craig Valine is the publisher of the The AwfulMarketing Alert Newsletter, "Where you learn GOOD marketing strategies by looking at those who do it really BAD." To subscribe his free newsletter, go to:

    <Back to Page 1 © 2005
Terms of Use