You know what I don’t understand for the life of me? You go into a McDonalds and you order a burger, and the lady then says to you, if you add fries and a drink it’s only 99 cents more and we’re like, “Cool, yeah, I think I’ll take it” but if you’re offered an upsell by an Internet marketer, you literally want to call the marketing police on him. Why is it okay in our everyday world but not online? Well, for those of you who have no problem offering somebody a better product for just a little bit more, I’m going to go over the art of the upsell in this article. What you are about to read can add significant income to your pocket.

The key to offering an upsell is that the initial product you’re offering must be of considerable value but not anywhere near the value of what you are offering as an upsell. For example, let’s say that you’re selling a book called “How To Market Using Squidoo” and you’re selling it for a modest $17. After all, it’s a very specialized book and probably doesn’t have a very broad appeal, even though Squidoo is very popular. However, if you were to offer an upsell for a book on Internet advertising called “The Complete Internet Advertising Guide” which contained every other form on advertising including Squidoo, and sold it for $37, that would be quite a great deal. For just $20 more, you get all the forms of advertising that there are PLUS all the information on Squidoo.

What you have to keep in mind is that the value you offer as an upsell has to greatly exceed the value of the original product and sell for not much more. That is what makes the offer so attractive. The customer has to walk away thinking that he got himself a really great deal.

Now, there are two ways to go about offering your upgraded package. One way is right on the sales page itself. You can give the prospect two options. Option one will be the regular package and then option two will be the upgraded package.

The second way is to wait until after the prospect has placed his order, just the way they do it at the fast food chains, and wait until just before they get to the paying process or download page. You can ask them, as a one time offer, if they want to get the additional products. Many prospects who are very familiar with Internet marketing usually tune this method out and just bypass the page. However, it is very effective with new people. My suggestion is to test out both methods and see which one converts better for you.

The art of the upsell is just that…an art. Master it and you can significantly increase your income.

To YOUR Success,

Steven Wagenheim
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