Getting Customers to Buy More

They figure, heck, if I was going to spend 40 bucks on Instant Sales Letters, I might as well spend $15 more and get the whole shebang. The way I present the offer is that it's only $15 more, not $54.97. The $15 seems small in relation to the $39.97 they were going to spend anyway. My numbers have been quite good using this technique -- as high as 68% some days. You get that additional profit margin just by inserting this one extra page.

3. Recommend a product or service. Anytime you buy something from AmazonAMZN, that's exactly what they do. Up comes a page that says: "Customers who bought X also bought Y," and they show a slew of products to choose from. How difficult would it be for you to look at your records, see if there are any patterns on past purchases, and then on your order form or intermediary page say: "Customers who bought this computer game also bought a special TV adapter and a 12 pack of batteries?"

Now you have to play fair and let people get the original price and package you offered, but there's no reason you shouldn't add a complementary upsell immediately. This method is one of the easiest -- and most profitable -- techniques you can start implementing right away. You simply need to come up with a couple of more compelling bonuses, packages or add-ons that people will get for the upgrade.

Here's a final, advanced tip: There is no reason you can't use more than one upsell. You can have a package offer on your intermediary page (your value meal) with an add-on on your order form (super-size), and also say something equivalent to: "Customers who bought our super-sized, value meal also bought a hot apple pie and a chocolate sundae."