There is an art to using your website as a sales tool. Some companies are creative in the way they offer their products or services so that they can upsell seamlessly. There are many strategies employed and perhaps the best way to hone in on what might work for you is looking at the techniques that have worked for you already as a consumer. Here we explore a few options.
1. Make the product look like a bargain
Every shopper likes to think they are getting a great deal so if your original price appears to be slashed, this makes it look more attractive.
2. Make the mid-priced option the default
By making a mid-priced option the default, your buyer may not notice (or may not care) that there is actually a cheaper alternative if they looked around. An analogy with a hotel room would be making a ‘pool view’ room as standard and if the visitor clicked for a view of the car park, they may save $20 per night.
3. Make the mid-priced option visually more appealing
By presenting a variety of options online, it is relatively easy to make one package stand out over the others. This could be with a different color background or border, it could be with a different size of text or it could be with a ‘ribbon’ or ‘badge’ proclaiming the most popular or best value for money.
4. Bulk selling
Set up your online marketing and cart to offer a discount for buying multiple items or bulk packages. If a customer is looking to buy a gift, they may be more tempted if they can get a perceived bargain. Ironically, it can be easier to sell 3 products for $30 versus 1 for $13. This same theory works in offering a discount for an annual subscription versus a monthly renewal.
5. Offer free shipping and handling
Customers are often frustrated when the ticket price is not the eventual cost. Additional charges (like shipping and handling or expedited shipping) being dropped can make the difference between making a sale or deciding to choose one company over another.
6. The name game
Offering an ‘ultimate package’ or a platinum service automatically infers a hefty price tag. By naming the tiers cleverly, it may be easier to upsell without raising apprehension. An example would be using a term like ‘premium economy’ which still carries the impression of being priced like an economy brand.
7. Time sensitive pricing
Order within the next 24 hours to lock in this price … or similar! Giving the impression that it will be raised may give the impetus needed to make a sale.
8. Cool off period/cancellation policy
If you offer the option to edit or cancel the order within a period of time (even if that is 30 minutes), that may be all it takes to entice a consumer to click on ‘buy’.
9. Show the upgrades on your main image
If someone is drawn to your site because they saw your product in an ad then use that image to showcase the best you have to offer, the upgraded version which will encourage them to take the upgrades available to mimic the style that captivated them in the first place.
10. Offer a store credit for a future purchase
A business goal is to get return clientele and one way to promote loyalty to your brand is to offer an incentive to return. An upgraded sale which also includes a promotional voucher not only makes that sale more attractive, it encourages your customer to check back for another transaction.
If you are looking for a new website design
to optimize your Website Upselling, Trulium has the experience to help find your niche and connect with new clients. Contact us