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Digg it UP - Do You Want Cheese With That?
Michigan is one of the absolute hardest states to find a job in. In fact, many areas in the United States have a surplus of qualified teachers and very, very few open positions to fill.Why? It's the economy. The manufacturing jobs that were once the staple of the northeastern economy are going bankrupt and/or relocating in other countries, where labor is cheaper. (You can thank NAFTA for the job losses.) As high-paying jobs leave the state, young people with families leave to areas with stronger economies. Schools, therefore, need fewer teachers because there are fewer students.
How about this?
They make a purchase of the first item, and, as we take them through the check out process, before they have completed their purchase, we offe
Most sales to commercial clients usually carry 30 to 60 day payment terms. This means that as a supplier, you must deliver your products or services now. However, your client has between 30 to 60 days to pay you.This creates a significant challenge for owners of small and midsize businesses. The problem is simple. Your clients want to pay you in 30 to 60 days, but you must pay rent, payroll and your suppliers now. As you can see, the math does not work. Unless you have a substantial bank account, this leads to an almost impossible situation.If you are in this situation, i
Most of us run into it in very common questions such as:
- Do you want cheese on that?
- Would you like to supersize your order?
- Would you like an apple pie with that?
Now, this seems a little sneaky to some people.
If you are simply trying to rake in some dough by shoving a bunch of garbage on top of an order, I agree!
However, while you are making money, you can also be improving the customer's buying experience, enhancing their product, and improving your relationship with your customer.
Let's take a quick look at your benefits from the upsell or follow-up.
Huge chunks of any businesses' advertising dollars goes towards getting the customer to make that first purchase. Overhead, such as electricity, wages, rent, and so on are also part of the costs necessary to make that first sale. Usually, the actual net profit on the sale in terms of a percentage of the price of the product or service, can be extremely low. Additionally, many buyers, particularly in a direct or internet marketing context, can be very leery at first of making more than the smallest of expenditures with this new, unknown distributor.
However, once they are, if you will, in the door and reaching for their wallets, anything you add to the order can be almost pure profit. When they upsize your drink at the fast food place for 39 cents, for example, the main costs they really incur for that upsize is the cost of syrup and carbonated water...which is next to nothing!
Okay, that sounds a little greedy, doesn't it?
Well, not if we are genuinely enhancing the customer's buying experience or product by our upsell. We may have expended a lot of time, effort, and expense to get that customer to buy our internet marketing product, for example. Suppose we also know that they will eventually need or want another product (web design or web hosting services, for example), and offer that to them as well?
If we offer it as part of the original sale, it may scare them off, leaving us with no sale at all. Or, trying to include it with the descriptions and specifications of the first product may prove confusing to the customer and cause us to lose the sale simply because they don't understand what each is and does. Or, they may simply WANT the one item! Offering the two together may cause us to lose the sale, because they feel they are being sold something they don't want.
How about this?
They make a purchase of the first item, and, as we take them through the check out process, before they have completed their purchase, we offer
On the surface Gary looked like a really valuable employee. He was employed by a well-established regional business. He was a published author in a state-wide industry, monthly publication. He had contacts in both large and small population markets. Gary was paid well, but he wanted more.Based on his insightful comments and writing skill along with his business contacts, Gary was hired away for an increase in pay to a competing business. He immediately began trying to persuade his old contacts to move their orders with him. He met with little success.Gary’s old clients re
Now, this seems a little sneaky to some people.
If you are simply trying to rake in some dough by shoving a bunch of garbage on top of an order, I agree!
However, while you are making money, you can also be improving the customer's buying experience, enhancing their product, and improving your relationship with your customer.
Let's take a quick look at your benefits from the upsell or follow-up.
Huge chunks of any businesses' advertising dollars goes towards getting the customer to make that first purchase. Overhead, such as electricity, wages, rent, and so on are also part of the costs necessary to make that first sale. Usually, the actual net profit on the sale in terms of a percentage of the price of the product or service, can be extremely low. Additionally, many buyers, particularly in a direct or internet marketing context, can be very leery at first of making more than the smallest of expenditures with this new, unknown distributor.
However, once they are, if you will, in the door and reaching for their wallets, anything you add to the order can be almost pure profit. When they upsize your drink at the fast food place for 39 cents, for example, the main costs they really incur for that upsize is the cost of syrup and carbonated water...which is next to nothing!
Okay, that sounds a little greedy, doesn't it?
Well, not if we are genuinely enhancing the customer's buying experience or product by our upsell. We may have expended a lot of time, effort, and expense to get that customer to buy our internet marketing product, for example. Suppose we also know that they will eventually need or want another product (web design or web hosting services, for example), and offer that to them as well?
If we offer it as part of the original sale, it may scare them off, leaving us with no sale at all. Or, trying to include it with the descriptions and specifications of the first product may prove confusing to the customer and cause us to lose the sale simply because they don't understand what each is and does. Or, they may simply WANT the one item! Offering the two together may cause us to lose the sale, because they feel they are being sold something they don't want.
How about this?
They make a purchase of the first item, and, as we take them through the check out process, before they have completed their purchase, we offe
Careers in medical fields require great responsibility; dexterity in the specialized line of medical affairs is an inevitable part of the whole thing. As time goes by, a career in the medical profession is becoming more of a challenge, adventure and competition. One can belong to any of the fields of medical science.One can be a doctor, medical officer, pharmaceutical manager, administrator of a hospital, a nurse, medical transcriptor, medical biller, medical coder and much more. Many new medical careers are related to the manufacturing, business administrative and management fi
However, once they are, if you will, in the door and reaching for their wallets, anything you add to the order can be almost pure profit. When they upsize your drink at the fast food place for 39 cents, for example, the main costs they really incur for that upsize is the cost of syrup and carbonated water...which is next to nothing!
Okay, that sounds a little greedy, doesn't it?
Well, not if we are genuinely enhancing the customer's buying experience or product by our upsell. We may have expended a lot of time, effort, and expense to get that customer to buy our internet marketing product, for example. Suppose we also know that they will eventually need or want another product (web design or web hosting services, for example), and offer that to them as well?
If we offer it as part of the original sale, it may scare them off, leaving us with no sale at all. Or, trying to include it with the descriptions and specifications of the first product may prove confusing to the customer and cause us to lose the sale simply because they don't understand what each is and does. Or, they may simply WANT the one item! Offering the two together may cause us to lose the sale, because they feel they are being sold something they don't want.
How about this?
They make a purchase of the first item, and, as we take them through the check out process, before they have completed their purchase, we offe
These days, interviews don't come easily. When you get The Call, make the most of your time -- and go for it!1. Investigate the company's culture, markets, and finances. But resist the temptation to show off what you've researched: "I just read that you're about to embark on a new product line") unless you have a question directly related to your career.2. Look like you belong. Learn the company's dress code and err on the side of conservatism. When you're seeking a senior position based on industry experience, you'll be expected to know the rules without being told.size your drink at the fast food place for 39 cents, for example, the main costs they really incur for that upsize is the cost of syrup and carbonated water...which is next to nothing!
Okay, that sounds a little greedy, doesn't it?
Well, not if we are genuinely enhancing the customer's buying experience or product by our upsell. We may have expended a lot of time, effort, and expense to get that customer to buy our internet marketing product, for example. Suppose we also know that they will eventually need or want another product (web design or web hosting services, for example), and offer that to them as well?
If we offer it as part of the original sale, it may scare them off, leaving us with no sale at all. Or, trying to include it with the descriptions and specifications of the first product may prove confusing to the customer and cause us to lose the sale simply because they don't understand what each is and does. Or, they may simply WANT the one item! Offering the two together may cause us to lose the sale, because they feel they are being sold something they don't want.
How about this?
They make a purchase of the first item, and, as we take them through the check out process, before they have completed their purchase, we offe
Some hiring authorities have had the good fortune of being trained in various interviewing skills. I know I have, both as an executive hiring authority and as an executive recruiter.One of the most common interviewing techniques, behavioral interviewing, is designed around the premise of past behaviors being some sort of an indicator of future performance. The problem with behavioral interviewing is it focuses on how someone - behaved - in a given historical situation; it doesn't get into how someone drove an outcome.Most all professional positions within a corporate hier
How about this?
They make a purchase of the first item, and, as we take them through the check out process, before they have completed their purchase, we offer them the opportunity to add the second item (which we know they will eventually need) at a reduced price. We can probably offer the reduced price, because we now have an active sale, and there are really not as many additional costs associated with the sale of the second item.
The value of doing the upsell at this time, rather than earlier is that they now have a trust in you and your product. If they have reached the point where they are actually willing to make a purchase, they have crossed a line or barrier which exists until a certain amount of trust has been created.
From a strictly technical point of view, the upsell often works here for the same reason that "Do you want cheese with that?" works at the fast food counter. The customer has the cash or credit card in his or her hand and is in a buying mood. At this point, they are more likely to "add something on" to the purchase they have already decided to make.
Additionally, most successful internet marketers (and direct marketers as well) find that regular follow up with customers often produces additional sales. Also, since the customer has learned to trust your product and services, the purchases sometimes are larger.
Once a condition of trust has been created between you and a customer, you will find it possible to make future sales to that customer with very little additional cost in terms of advertising or overhead. That concept is easy. Just look at successful Avon ladies, and the Book-of-the-Month Club!
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