One of the things we needed to do while I worked at the Beer Store was upsell our customers. This goes for other retail stores and fast food chains, and was something we could use to engage with the customer and upsell them to a larger package size that in turn was a better deal.
Back then I hated doing it like most CSR’s I worked with. We knew all our regulars and as you can imagine, in a store that sold beer…we had a lot of regulars and none of them wanted to be upsold to a different package size.
If a customer came in for a tall can, I knew they didn’t want to be upsold to a 24 or a 28 pack. They wanted that beer….for when they got home.
The one thing that was a no brainer, was when the breweries put the 28 packs on sale for the same price as the 24’s. Even then, some customers just wanted a 24 pack. That I never understood.
I didn’t fully understand back then but providing more value and more beer at the same price as the 24 pack was a great way to sell more and it’s funny now that I look back, we do that in the digital world as well.
For those of you that are reading this blog and have bought the free copy of Expert Secrets or even Dotcom Secrets you’ve seen first hand how Russell Brunson does that in his funnels.
Even more, it’s how he teaches his courses, using the same framework for upselling.
The best example of Russell upselling, is when he uses one of his lead magnets, the 5 Day lead Challenge. Using the term “lead magnet” doesn’t really do it justice because the 5 day challenge is jam packed with everything you need to start generating leads for your business and the best part is it’s free.
From there, Russell will take you up his value ladder, upsell you something that is similar to the 5 day lead challenge but teach it in a way where he expands on it for 30 days and calls that the One Funnel Away challenge.
He’ll take what he taught in the first challenge and expand on that. It’s the same framework but offers far more value. He’ll then do that with the upsell to the 2 Coma Club Live event and then again to the Funnel Hacking Live event.
All of it uses the same framework but expands on it with more value each time he upsells something.
Can you think of a framework you use now that you can expand on to create an upsell?
I want to give you two things right now, so you can take what I talked about and implement that in your business.
If you haven’t already, be sure to grab Expert Secrets for Free. Then, be sure to sign up for the free 5 Day Lead Challenge that Russell teaches. Trust me, you will not be disappointed.