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The Power of Upselling, Tips and Examples

Before I get into how Up-Selling can benefit you and your sales, let me answer the question:

What is an Up-sell?

An up sell is when a customer is ready to order a product, or already has ordered a product from you, then you immediately offer a complimentary product.

This is the most common example of a perfect upsell:

You go into your local fast food restaurant , (Burger King, McDonalds, etc.) your hungry and want to get something to eat. Your standing there looking at the selection, first you check out the 99c value menu, but it’s something about the smell of the frying burgers and fresh French fries that entices you to start looking at the main combos and promotions.

You see something, and you think “hey that’s a great deal”, especially for how hungry you are. Your the next one in line, so you walk up to the cashier ready to buy and say “Combo Number 3 please.”

And right before the cashier rings you up, s/he kindly ask “would you like to ‘Up-Size’ that combo for just .59 cents? You think, “Yumm, more of those delicious fresh fries and more tasty soda to drink with my meal, all for just an extra 59 cents.”

What a bargain, especially since your so hungry. So you kindly say sure, I would like to ‘Up-Size’ my combo.

How many of you have been in this situation? It’s a safe bet that almost all of you have…guess what..

you had just experienced yet another up-sell..and all you wanted to do was get something to eat ^_^..

Ok, Ok, now …How can you use this method of marketing to benefit Your sales?

Well, there are a few ways you can approach this.

First, You can offer different versions of your product or service. For instance, lets say your selling an autoresponder service. Your first version can simply be a free or low cost web based service–the ‘bronze version’

Your first version has only one set back, it contains (your) advertisements in each mailing..

So you can offer the same web based service with out the advertisements as an upgrade for only $20/mo more. This could be your ’silver package’

Then taking this a step further, you can offer a fully functionally version, where the customer would be in complete control as a Domain Based autoresponder.-The ultimate ‘Gold version’ and you can offer this version for $150 over the ’silver’ price.

O but you can offer another great up sell to the ‘Gold version’ by adding lifetime upgrades to the domain based autoresponder, as the ‘Platinum Version’ and charge say an extra $20 over the ‘Gold’ Price.

Doing this will allow you to up sell both, people who are looking for web based service AND the domain based service..

A second way you can use the power of up selling to boost your sales through the roof is simply by placing an entry pop-up at the download page/confirmation page of a product that a customer has already purchased.

An example for you:

lets say your selling a Automating Search Engine Submission Software for $97..

When your customer has clicked the order link, filled out their credit card information and clicked the ’submit’ button they are taken to the download/confirmation page.

On this page is where you place the entry pop up with a link to a complimentary eBook about ‘Search Engine Submission and how to optimize your site to get the #1 ranking.’ lets say you sell this ebook for $27 (normal price $47, give them a discount and make them feel valued–because they should be) .

What this does for your customer: Offers them a product they can actually use–that compliments their current purchase. Since they already have their credit card out and are in the “buying mode” chances are they will jump at the chance to own that ebook..

So what this does for you is increased your initial $97 sale to a $124 profit. All for simply being a good business person and offering your customer more value and convenience.

I really hope you now see how powerful the ‘up-sell’ is… use it in all your Marketing endeavors and see your sales fly.

To your success, Anthony L Davenport

Ps. With pop-up blockers becoming more and more available to internet user, it is also a good idea to put the same offer that you use in the entry pop-up, ON the actually download page/confirmation page of your customers initial order. This will ensure that no-one misses your ‘up-sell’ promotion.

About The Author

Powerful, In-Demand Resell ebooks/software for You to make 100% Pure Profit from each sale!! Plus Cutting Edge Web Applications to keep You ahead of all the ailments of eMarketing today Get PAID MONTHLY to build YOUR opt-in email list Fr~e 12 Volume eMarketing Success Library And MORE…. http://www.iczn.com

anthony@iczn.com

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Home Base Network Marketing Why Only the 5% Succeeded

There are typically two primary reasons why people fail in a network & affiliate marketing
business… These are of course, after you kick out the tire-kickers, looky-loos, lazy bums,
dreamers, excuse makers, whiners, and complainers. In other words, the quitters.

Network marketing is a business of business ownership, pursued by people who have never
been business owners!

It’s a business of marketing and training pursued by people who have never marketed or trained!

So, back to our two reasons for the hard-working, dedicated brothers,sisters,father and mother
of the wonderful industry…

1: They start on a limited budget from the ‘Jelly bean jar’, and they run out of money before
they have a chance to build an organization.

2: They make their list of 100 warm market contacts, run through those, and then they
are out of people to talk to. (And out of money to advertise).

Those are the ‘biggies’.

But it don’t have to be that way, IF, they simply used a complete business model.

Let me explain…

Take a look at McDonald’s. They are a Billion Dollar franchise. The most successful
and duplicated business model in the world. And one that happens to be run by teenagers
,college drop-outs and retirees!

How? Why?

The answer can be found in the system that makes up the foundation of the franchise.

Do you ever feel like you bought a business in a box, but that a few parts might be missing?
You know… The pieces that actually turn your actions into “production”.
Well, if you feel like that, it’s because you’re right.

Ray Kroc, the franchise master of McDonald’s was a genius in more ways than one.

MLM & affiliate marketing has been compared to a McDonald’s franchise in many ways, on
many occasions. If you haven’t come across these comparisons before, I’m sure you can
quickly think of a few on your own.

Here is what you may not have realized about Ray, McDonald’s, and your business…
Ray’s primary mission was to sell McDonald’s franchises to franchise buyers

Pretty simple.

Our job as networkers is no different. We sell our franchise opportunity to others, and
collectively market the product to the end consumer.McDonald’s food sucks. It’s about as far from
good, fresh, quality food that you can get.

Yet it’s the largest and most successful franchise and fast food restaurant in the history of human kind.
How in the world is that possible!? How can you become #1, by selling an inferior product?!
It goes against everything we think we know about business.

Well, this is exactly where the genius of Ray Kroc becomes apparent.

Ray knew the product wasn’t going to be the initial key to success for his franchise buyers,
just as your product is not the initial key to your success in your MLM or affiliate business.
Having a good product is important after the fact…Once you actually have customers. Then it’s critical
to give them the best product possible.
The key to McDonald’s success with both franchise owners and customers, was their duplicatable system.

Ray sold them EXACTLY what they wanted,which wasn’t a restaurant, but a machine that
acquired customers, and turned them into cash.This is what all our friends or your prospect wants.
Don’t sell them the food,product or courses. Introduce them a system that generate money like McDonald.

In fact the system was so fine-tuned, that you could take a team of unskilled, inexperienced high school
kids, and have them run the show.All they did was train each other on how to flip the switches, that ran the machine, which did the majority of the work behind the scenes.
The competition didn’t stand a chance. Ray’s system was like a greased chute. You turn it on, and it churns out a predictable end result every time.

So, as a network marketer, selling a business franchise, what are you selling to your potential buyers?
Unfortunately, you are probably trying to sell them on your company and your product. (A”mine-is-better-than yours-burger-with all the trimmings”).

Am I right?

Be smart.

Do what Ray did.
People get rich in this world by solving other people’sproblems, and when you sell someone your
opportunity, you are not solving a problem, you are giving them a BIGGER ONE!!!
“Yeah now you got yourself the hottest program in the industry! (Slap on the butt), Now go get’em tiger!”

Product and comp plans don’t make you successful.
Systems do. And when I say systems, I mean a COMPLETE system which includes the pieces that
bring in your customers (ads), sell them your product (marketing), and then train the new business owners, and develops the relationships within the them.

These machines (ads and marketing) should be doing the work for you. All you need to do is push the
‘Go Button’ and become buddies (customer service,cashiers) with the folks who come through the system.
Not because you are unskilled or lazy, but because a system is duplicatable and you are not.

Your job is not to sell, but to BUILD RELATIONSHIPS,because THAT is they glue that binds this industry.

Take this advice to heart:
A system that is not backed up and glued together by a heart, by people, by relationships, is a ticking
time-bomb.
Show them and sell them a system for attaining the results they want, be a mentor, friend, and a coach,
and they could care less about ORAC values, price points, and competition.
Let me share with you I bring people every week into my business, and they have NEVER even seen a company/opportunity overview!
That happens because I don’t sell them on the business. I sell them on me, our team, our system
first (because these are the ONLY things that will bring results), and THEN, I sell them on the company…
(Or should I say that I allow them to sell themselves on the company).

Solve their problem with your system and with your leadership.
Do these two things, and you will reap success beyond your wildest dreams.
See you at the Top.

Jason Powell is currently the co founder/partner of Onlineincomehub which he and his team are conducting classes now for their increasing 300 team members about internet marketing. Have a view of him and his team at : powellhomebase.blogspot.com

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Stop Slacking and TAKE ACTION!! Tid-Bit-Tips For Online Success

Do you want On-line Success?

If you want to succeed online, you have to do something. (Advertise, Market, Joint Venture, product development) Doing something and failing is a lot better than not doing anything at all.

You see if you make a mistake you will still be able to learn and improve on your efforts–If you do SOMETHING. If you do Nothing you will never have the benefit of hindsight and will not be able to improve on anything– and you will always be at the starting point.

Learning from your mistakes lets you improve whatever you fell short on the first time around: eMarketing, website design….anything.

“But every time I go to do something there is always a new eBook that comes out that is supposed to SHOW ME HOW TO SUCCEED ONLINE.” (So I want to wait and read THAT one, so when I get started I will get it right the first time).”

Are you held standing still by this mind set? I know I was. It’s true that today we have available to us much more eMarketing information than there ever was a few years ago, and the number of ‘Top Money Makers’ selling their “secrets” to success is steadily increasing. So it is quite understandable why so many people wait to start any new eBiz project.

We all suffer from this ‘information analysis paralysis’ or ‘IAP’ for short (this is just what I like to call it ^_^ ).

This simply means that we as eMarketers and eBiz owners are bombarded daily with information on how to run our businesses. All this information tends to make any marketing decision hard to conclude. Since we really don’t know what will work and what won’t, and again we are afraid to make mistakes…(making a mistake is not failing, it’s the start to success)..

People are scared to make mistakes and they want to succeed with as little as possible. So with all this information available we tend to think that our margin for error should be non-existent. With all these eBooks and Courses on how to succeed online coming from people who actually did it (or so they say),we have no excuse to make mistakes or fail. right?

I know it was this mind-set that froze me into an IAP case for almost 2 years. Always searching for a sure-fire marketing plan/opportunity. Never actually getting around to implementing anything because something that seemed better always came out..Well what I found is… We are all human beings, we all make mistakes, some are more talented than others in certain parts of life and there is no ‘Pie in the sky’ ‘SURE money maker’… …Ya, I was disappointed too. (But if you find one let me know ^_^)

Now I will be one of the few that will admit, I don’t know everything about eMarketing.

But I am willing to share with you some tips I’ve picked up on the way. Below are a few eMarketing techniques that have not only worked for me but for more Highly successful eMarketers as well

Just a reminder, you and I are two different people so just because something works well for me doesn’t mean it will work the same for you. This is true both ways, If an eMarkeing technique works horribly for me, doesn’t necessarily mean it will won’t work for you… ..you determine your success, and the way you do that is by trying something, then IMPROVING your efforts and results.

——————[ tid-bit-tips for online success}——————

just a note, these are not going to be in any order… I am writing them down as they come to me ^_^..

1) –Marketing to Targeted News groups–

I think this is SO important especially if your just starting out, or if your trying to start a NEW advertising campaign.

First go to Google.com or Yahoo.com and check out newsgroups for you niche.. in the search engine or directory..

Once you find your appropriate site…to get some quick targeted traffic: post a quick letter asking for these people’s thought on your site.

Make sure that you don’t come off as a newbie eBiz owner.. Establish in your post that you are a semi-successful eBusiness and just revamped your website and information layout. Tell them you added new content, products, etc. And you have been reading the post in the newsgroup and have come to respect many of the members opinions—so you would like their opinions on your site’s ‘new layout.’ then toward the end of your post tell them to ask themselves when they are viewing your site:

Is the message clear?

Can you navigate the site easily?

What didn’t you like about it?

Can you offer any suggestions?

At the end of your post leave you URL address, and a quick description of your site—your “sig file” (for those who don’t know: a “sig file” is a little message at the end of your article/email/post that contains your site URL and a description of your site, products /services or new promotions.)

Once you have done this, Continually search and post informative articles in newsgroups your niche hangs out at.. and ALWAYS include your “sig file” at the end of each article this will ensure you a nice stream of TARGETED traffic. Note: make sure your “sig file” is only a brief descriptions, 3-8 lines long..DO-NOT make it into a blatant advertisement… you will lose credibility doing this.

Another note: this is a great way to get targeted traffic to your site, but don’t rely just on this method alone. as in most cases this is a long term traffic provider that will provide targeted prospects, just don’t expect any HUGE numbers…this is just a great place to start…

2)—using Pop-Ups to get subscribers—

First off if you don’t have any kind of regular mailing from your website–a newsletter, eZine, product announcements anything..then your losing money.So start one now.

Now when a visitor comes to your website, looks around..then leaves, you will never see them again, so you need a way to get their email addresses for follow-ups…. and if you do have a sign up section for your eZine…. it’s most likely that you’re losing potential subscribers…who are then potential customers.

You have to make it easy for a visitor to subscribe… or they wont do it…face it people are lazy.. so by adding a pop-up/pop-under/exit pop up, anything.. you will definitely increase your subscriber response at least 300% overnight because you have made it that much easier to subscribe, no kidding!

3)—-Viral Marketing—-

This works extremely well if done correctly… though it may take a little time to get going.. when it does the response is usually “WOW”.

The way to do this is create an information product or buy one you can ‘brand’ with your sales links..an eReport or small eBook (usually pertaining to your products.. or a problem your products can solve).. and give it away for free..telling the person you gave it to… …to give it away as well. (telling them they can give it away as a bonus or incentive to build their own list)

when you create the product you make it so it has links all inside of it to your web-site/products you promote…… so the more people give it away the more your message is exposed to the marketplace..

Another way to go Viral is by writing quality articles, Posting them on newsgroup forums and telling the members they can re-publish it freely in their own eZines as long as they keep your “sig file” attached and whole.

This is a VERY powerful Fr~e Advertising method.

4)—Pay Per Click Search engines—–

This is a Must for targeted traffic…

But you must be careful because if you don’t know how much you can afford per visitor you can easily spend all your money …Very quickly… Here is something you can learn in any business class:

First you have to figure out how much each visitor is worth to you. how you do this is check your:

1-Total sales over a period of time..

let’s say over 1 month you sold 20 products

2-Gross Income for that one month..

20 products at $50 = $1000

(I wish you more sales than this, but for the sake of examples I want to keep the numbers round)

3)-Net Income:

calculate what you have left over after your ebiz expenses.

$1000-100=900 for hosting/ads etc.

4)Check your server logs for the number of UNIQUE VISITORS over that month.(note: your sever log is a file kept by your hosting server that records how many times some one views a certain page on your site, if you don’t already have access to it ..you can contact your hosting company and get it)

Secondly, Find how much each visitor is worth to you based on the above information…

1) Figure your conversion rate:

Unique Visitor/ Total number of sales=Conversion rate lets say you got 3000 visitors that month..

so 3000/20=150

all this means is every 150 visitors you usually make a sale.

2)Check your Net profits per sale:

Gross Profits - eBiz Expenses/Total number of sales=Net profit per sale

so: $1000 - $100/ 20 sales= $45 per sale.

3)calculate how much the visitor is worth.

Net $$ per sale/Conversion Rate= Visitor’s worth

so: $45/150=0.30..so 30cents per visitor..

if you bid higher than this per visitor you will be losing money.. so try to keep it alot lower than that…

The way to do this..is to stay away from the highly competitive keywords in search engines.. go for the more obscure neglected words..

About The Author

Anthony L. Davenport, I am the owner of http://www.iczn.com I have been online with different “money making” opportunities for over 2 years, I don’t claim to know it all about Marketing on the internet. However, I know a few tricks and I know I am to be taken seriously. Take Advantage of our Marketing Test We are conduction at http://www.iczn.com . If you have any questions about How to run/marketing your website, please email me and I will Be happy to help the best I can.

anthony@iczn.com

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