Another example on how to upsell
A few weeks ago I wrote a Marketing Tip issue on using upsells. Because it’s such an important topic for your business, I wanted to give you a few more examples here in the blog.
I live on the Jersey Shore and there are a lot of boat rental places. A friend of mine owns one. Unfortunately the rental season is only about 4 short months—if the weather is good. Here are a few suggestions I gave him.
People travel hours and hours from upper New Jersey and New York State to visit the Jersey Shore.
For about $300 you can rent a ski boat for 8 hours. Perhaps more for more exotic boats!
I can just picture what is happening within the family. They have already had about $2000 out of pocket, at minimum, for the rental of the unit they are staying in. Their kids are going crazy and bouncing off the walls because they want to go to the beach or go swimming.
Here’s what the parents are probably hearing—
“I want to go tubing like those kids.”
“I’m bored, can we go to the boardwalk.”
“I want to go jet skiing like those kids.”
There are probably dozens of other things parents are hearing.
So one of the things they will do is to rent a boat. Here’s what I told my friend about how to upsell the boat rental.
He could say: “So you want a boat for the day—or do you want it for a week? I can save you more money by the week.”
“Do you want to rent skis, tubes, or would you prefer wake boards or knee boards?”
These are just a couple of the questions I created for his sales people to ask. There are a lot more items he rents out.
Just one more example—
A lot of the women, and some of the children, don’t want to go on the boat, so while the father and other children are out, what do Mom and the remaining children do? They sit on the beach where they can watch dad in the boat.
My friend says this: “Are all of you going to go on the Boat?” When the husband says, no she won’t and one of my children won’t, the sales person says, “Would you like to rent a chaise lounge so that you are comfortable while you are watching from the beach?”
Can you think of others? I’m sure you can. Let’s hear what you come up with in the Comment section below.
There are always ways to upsell your prospects, but you have to figure out what works best.
I believe upsells work for all businesses. Every business can offer, and should offer, upgrades or upsells.
Here’s a few more examples:
1. Better levels of service or access to the experts.
2. More exclusivity than others will get.
3. More additional bonuses.
4. A “members-only “get-together, privately held and exclusive.
5. Perks for purchasing more and more often.
Add a couple or more to this list in the comments section.
See my Marketing Tip of The Week article about the proper mindset to have about upsells. It’s not just about making more profit; it’s about helping your customer get a greater outcome from the transaction. See the article here: http://www.aweber.com/archive/kenvarga/VwyW/h/6_Ways_To_Get_Your_Customers_To.htm
After refreshing your mind about the proper mindset, come back here and give a suggestion for another upsell.
Looking forward to hearing from you.