Increase Your Follow On SalesWritten by Tony L. Callahan
You might ask, "What is a follow on sale?" A follow on sale is sale of any product or service that comes as a direct result of a previous sale. An example of this type of sale would be selling an upgrade to a an existing software product As we have discussed in other articles, there are companies out there making much more money from follow on sales than from original sales. We have also discussed some specific strategies for increasing your follow on sales, strategies such as: mentioning your complimentary products on thank you page that should follow your order page, giveaways, free training courses, e-zine subscriptions, and mailing lists. All of strategies mentioned above are excellent ways to increase your follow on sales but they are not only techniques you should be employing. I have also found following methods to be very successful. 1. If you ship a physical product, include sales and order information for your complimentary products. At minimum include a picture (preferably full color) of your product and a URL that customer may visit to get information or order product. A toll free number is a great item to include here. Also include a postcard for customer who does not have ready access to Internet. 2. If your product is electronic, like software or an e-book, include an ad for your additional products. This option should be used with caution, people do not like to be nagged by products they paid for. Have ad come up only first time product is used or have a disable button on pop up. 3. Establish a "private" area of your web site and grant access, for free, to any customer purchasing your products.
Is Your Offer a Bargain? Present the Facts!Written by /"Wild Bill/" Montgomery
Listing specific facts will aid you in backing up your claims. Listing them is not enough; you must also know how to present facts. You can't just spew them out at your prospect like an erupting volcano. They must flow like a steady slow moving stream. Here are some pointers to help you in proving your offer is one for them:
1) Dramatize Your Facts: Example: John Doe invested last $50.00 of his savings in our program and now John makes over $5000 a month in his spare time!
2) Use "Human Interest" Facts: Present your facts in a clear, straightforward and interesting manner. Write in everyday language that people can understand. Don't get too technical. Don't present facts from your point of view, rather present them from prospective customerís point of view.
3) Be Specific: Convey all details that are relevant to your product or offer. How did your product originate? Why was it created? Why is there a need for your product? How can product help them? Give details. Be specific!