Add-on Sales - The Key To Success On The Web
by Rick Rouse
Can you guess the cheapest way to make a sale?Sell to the customer that just bought from you!
All successful salespeople have one thing incommon: They know how to make sales "after thesale". There are many costs associated withfinding a buying customer. Selling is not acheap endeavor. This is why it makes sense toreally go after add-on sales.
For example, if you have ever purchased a newcomputer, you probably noticed how before youleft the store the salesperson had "helped youdecide" to purchase a surge suppressor or extraink for your printer. Maybe even an extendedwarranty for your new PC.
These add-ons probably doubled the store'sprofits (and the salesperson's commission) fromthe original sale. Without paying for any extraadvertising or promotion, that $1000 sale mayhave easily turned into $1300-$1400!
You may be asking "Can I do this on the web?".The answer is of course you can. In fact, makingadd-on sales from your website is much easierthan it is for a brick and mortar store.
There are actually two excellent methods ofmaking add-on sales from your web site:
1 - Suggest options and accessories on the orderconfirmation page. Remember the printer and inkexample? If your customer is ready to pay for anew printer, display a "suggestion box" on theside of the page reminding him to add an extraink cartridge to the shopping cart. And don'tforget the cable!
2 - You can also make an add-on sale AFTER thesale! After the order is completed and processed,the customer should be taken directly to a "thankyou" page. On this page you'll thank the customerfor giving you his business.
This is also a great time to ask if he forgotanything and give him the option of returningto your products page. Or simply advertise arelated but completely different product. Afterall, he is already motivated to buy (he just did)and most likely he still has his credit card inhand!
Always remind the customer that he will savemoney with multiple item discounts and combinedshipping charges. Ask for the add-on sales andboost your bottom-line!
Rick Rouse is the owner of RLROUSE Directory & Webmaster Resources. He is the author of several popular articles and ebooks on Search Engine Optimization (SEO) and traffic building. Visit him at http://www.rlrouse.com.
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