Have you ever bought anything from an infomercial?
What does the telephone salesperson do? In most cases, an immediate upsell is offered. “We have an upgraded version of that exercise machine that will last longer and includes additional features to build up your abs, for just an additional $25 per month. Would you prefer that model?” “In addition to the exercise equipment, we’re offering nutritional supplements to enhance the health benefits, for just $15 per month. Shall I add that to your order?”
The best catalogue/web sites that offer telephone sales do the same thing. “Turn to page 25. We have have a beautiful nightgown on sale for half off. Shall I add that to your order?”
When you order an item on Amazon.com, the application lists “items people who bought this item also bought” to add to your order.
When you order a Big Mac at MacDonald’s, the server will usually ask, “Will that be the Big Mac bundle, including a large drink and fries?”
When you go to a men’s clothing store to buy a suit, don’t you also walk out with two shirts, three ties, matching pocket handkerchiefs, a new belt or suspenders, and matching socks? “These go together!”
Does your business do the same thing?
When a customer is ordering, he or she is already in the buying mode. You should ride the “buying wave” to additional profits.
If your business currently only has one product or service, as soon as possible, develop or acquire more to offer. Initially, this might require establishing affiliate relationships.
Never underestimate the ability of your customers to consume.