How to super-size every sale to double, triple, and quadruple your profits instantly

Ask and most businesses will tell you. The key to their success
is upselling. It is one thing to get the sale. It is far better
to super-size that sale.

Real profits come when you get the customer to buy a larger, more
expensive, or more comprehensive product or service. The guy
going into a pet store to buy a fish is a classic example.

When the clerk sees Sam looking at the budget-priced gold fish,
she leads him over to the much more impressive tropical fish.

"As you probably know, you will need a fish tank," she says.
"These beautiful fish only live in salt water. We have these $75
salt water tanks on sale for just $49.95."

By the time Sam exits the store, he has purchased much more than
the twenty cent gold fish he originally came in to get. He is
proudly carrying home several exotic species, a $50 fish tank,
fish food, a light, and other accessories. The sale went from a
tiny twenty cent transaction to nearly $100. The store's
profit margin rose right along with it.

You Are There To Help

Upselling is easy if you think of your main business as helping
customers. Think about the problems your customers come to you
with. What does it REALLY take to solve their problems?

Chances are, your customer needs a lot more than the simple
inexpensive solution they first consider. By grouping together
several different products and services, you can give the
customer a more advanced package that goes much further toward
creating a satisfying solution.

Melissa buys a computer. Even though she is not thinking of
purchasing anything more than the computer, a few questions posed
by the sales person reveal Melissa will probably need new
software to help her achieve the things she wants to do with the
computer.

The computer and new software have a pretty steep learning curve.
Melissa will need help from an expert and likely a technician to
install the network system her needs demand.

The computer retailer anticipates Melissa's situation. Many of
their customers are just like her. The store offers a "getting
started" package with all new computers. It includes several
software choices, instruction sessions, and help with
installation. These things are cheap for the store to provide,
but greatly increase the value of the purchase.

Three Ways To Make Upselling Automatic

Here are three favorite ways to build upselling into any
purchase. Use these and customers will buy two or three times
as much without even thinking about it. The day I put these
ideas to work in my own business, I tripled my income.

1. Bundle several related products or services together. Drop
the price below what the total would be if the customer bought
all the products separately.

When a customer inquires about a single item, point out she can
get that item PLUS a great deal more by purchasing your bundle.

You will find many customers just can't resist the bundle
bargain. Announce your new bundle with flair. It can pull in
orders faster than you can fill them, especially if you advertise
heavily to existing and previous customers who already have
a good taste for what you offer.

2. "It works fine by itself, but it REALLY works when you add
THIS." If your product or service works much better with a
complimenting item, be sure to tell customers about it.

It is surprising how many products and services go hand in glove.
It's hard to have one without needing the other.

Years ago I wrote press releases for $75. A great many customers
bought the release, but never got around to sending it to media.
So I started writing AND sending press releases. The $75 press
release became a $295 release-and-distribution. Almost no one
bought the press release by itself after that.

3. If a little worked, a LOT will work even better. As soon as
you learn a customer is having success with your product or
service, offer them a good deal on more of it.

Sheila's family likes the yellow bars of soap one company sells.
When the distributor who services her account hears about this,
he offers her a deal on six bars each and every month.

This works as well for management consultants as it does for soap
sales. If you solve one problem for a company, pitch them on
letting you solve three or four more problems for them. Later
you can convince them to let you handle all their problem solving
needs.

Successful upselling needs to be at the core of every business or
professional practice. It can instantly multiply your profits.
You might well go from just getting by to living comfortably, and
from living comfortably to rolling in wealth.

As you can see, super-sizing every order has to do more with
planning than with any special selling skill. Get good at
fulfilling a need. Then create packages and strategies that sell
even more of your solution to each customer.