Upselling Products

By using a sales incentive, you can improve your success upselling products to a customer with a higher cost item. When you have a prospect focusing in on the base model, you can tell them about the specific sales incentive on the higher valued item. Not only will they get the benefits inherent in the premium item, they will also be eligible for the incentive offered. The prospective customer then factors in the added incentive in their cost assessment and expands their consideration of that larger ticket item.

» Request Your Free Marketing Ideas Catalog

When upselling products, the sales incentive you use must then be less than the profit margin of the higher item being sold. Travel incentives from GetUp&Go are a perfect example of a high perceived value with low cost. These incentives vary in price but average less than a night at the movies. The perceived retail value of these incentives are several hundred dollars. All of which helps you to upsell your higher priced products.

by Todd Mittleman