You should have room for ascension in your marketing strategy. There is the possibility that at any given time, a quarter of your customers would want to ascend to an increased price level in search of the next level of quality. Don’t confuse this approach with upsells. What I am talking about here is what you would have encountered on sites offering silver, gold, and platinum membership levels. Each upper level is more expensive because it has better and bigger offers on your product.
Once you have established a loyal client, you can work on ascending them to higher levels with better offers, which in turn would generate more revenue for you. Consider offering a free upgrade to the first level of ascension. Your customers will love the opportunity and will reward you by continuing on to the next paid step.
Finding out the hyperactive buyers
Just as you close the deal on a first sale, it’s vital to isolate your hyperactive buyers. This is where your upsell strategy will come into effect because as soon as you complete the initial sale, you will go on to make a few upsell offers to these customers. It is very likely that at least 20% of the clients would be willing to spend on properly structured upsells. Remember to focus more of your attention on your best buyers.
Breaking the pattern
Once the buying process is completed online, you should think about switching your buyers to a different channel instantly and move them out of the comfort zone. This would involve bringing them out of their normal environment online or email communication to a different channel such as webinars, call centers, teleseminars etc. This is your chance to pitch for the big-ticket sales by making them aware that they are your special clients.
Aging the leads
Your product should be introduced at the right time. In many cases, people forget to allow time for shipping delays for physical products or for readers to absorb the contents of products downloaded, and start bombarding their clients with upsells even before they receive the initial product delivered to them.
There is a waiting period from the time the customer receives the product or until a specific time in which there are signs of needing help. Time your next sales pitch, which will make it easier to conduct follow-up sales and solving the next level of your clients’ problems.
Selling up the value ladder
It is extremely important to provide the maximum value for your customers. In this regard, it’s helpful for you to clearly define a value ladder showing clear goals for your customers. The value ladder will indicate to your customers how they can benefit in each level while it will also help you to have a clear monetization for each level.
People are generally willing to pay more for high-perceived value products and services. We all wish that we could start selling right at the top of the value ladder, to which the best profits are tied. Unfortunately, it’s difficult to sell from the top, particularly to cold leads. So we offer value-added free gifts encouraging people to look for more value at the next price. If you created the value ladder in the right place, the satisfied customers will naturally want to ascend higher to reach for more value.