Epic Business Upsell Faillllll

Guy walks into a shoe store.

Before they can even ask if he needs help, he says,
“Can you help me buy some shoes?”

Clearly, he means business.

Five minutes later, after trying on 3 pairs, he picks one,
WITHOUT even asking the price, and says, “These are good.”

Saleswoman rings them up.

$163.

She hands the box to the customer, wishes him a good day,
and let’s him walk out.

Epic. Business. Failllllllllll. (<= Attack of the Show reference)

By now, you’ve probably guessed the customer was me.

(If you didn’t, frankly, you’re a little slow today. Go grab
a coffee or mainline a Red Bull or something.)

Hopefully you also see the problem.

They didn’t even try and sell me anything else. And I was
waiting for them too.

Now to be honest, I didn’t need or want anything else.

But if they would have said, “You want some socks with that?”

I would have replied, “Sure, throw in a couple of pairs.”

Literally, they could have sold me another $100 worth of
stuff if they had just tried.

But they didn’t. Not even a hint of effort.

This is the REAL reason why most businesses struggle.

It’s not because of the economy or even their competition,
it’s because of their own ineptitude.

They aren’t even TRYING.

Shock, horror. That’s right. It’s their personal responsibility
that they aren’t successful.

In contrast, let me tell you about a place that gets it right.

As you know I travel a lot. And each time I go to the airport
I buy a magazine or some almonds at one of the newsstands.

In the Toronto Airport, someone is paying attention, because
every transaction ends with, “Would you like something to
drink or some gum to go with that?”

Every. Single. Time.

Whoever owns that franchise of magazine stores is smart. And
kudos to the employees for following the script they have
been given.

That’s how you run a business.

You sell stuff.

And when you sell something, you immediately try and sell
more value to that person.

That’s Sales 101.

Now take a look at your business.

Are you maximizing every opportunity you have to provide
your customer with value via an upsell (of a product that is
specifically related to the first purchase) or cross-promotion
(of something that is unrelated – like being offered gum after
buying a magazine, as in the airport example)?

This is so incredibly easy to do on a website.

With Clickbank, 1shoppingcart.com, Infusionsoft.com, etc.,
you can set up a 1-click upsell in minutes.

This is where the customer can add more products to their
order without having to re-enter their credit card info.

A 1-click upsell is essential for maximizing revenue.

People WANT to give you more money in exchange for more value.

Don’t drop the ball.

But if you do, don’t blame it on anyone else.

Your hands, your fumble.

Time to take responsibility,

Craig Ballantyne

  • Good post Craig,

    This is sort of an unrelated question, but what are your thought on Build My Rank (BMR)?

    It’s one of the most popular blog networks for building backlinks and everyone seems to be saying good things about it.

    Have you used it before? What’s your opinion on it?

    Thanks

    • markschneider

      From Rick Porter:

      Build My Rank is an excellent link building option to use for safe consistent link building in a quality network. BMR has been able to keep the integrity of their network and a very low Google deindexing rate because they run their network responsibly unlike some other networks that just want to take everyones money.

      BMR is currently closed to new members. This is actually a good thing because it shows how they have their current clients in their best interest. Anytime a link network oversells the network it ends up putting an unnaturally high number of posts on each blog per day which dilutes the link juice of your backlinks and raises a red flag to Google putting it at much higher risk of being deindexed. Currently you can get on the waiting list of BMR for when it opens again to new members.

      BMR only accepts original content which makes it very time consuming to get a lot of links on your own. For every link you need 1 original article, if it is detected that it is a spun article it will be rejected. I even tried to put in a very highly spun article into the network and they still rejected it. You can buy article writer credits for $2.50 per 150 words. If you have the budget this is highly recommended because you’ll either need to be writing a lot of articles or paying someone to do it for you.

      There is another network that just opened that works along the same lines of BMR that is actually free to use if you add a PR1 or higher blog to the network. http://www.linkauthority.com/ is a network I have been testing for a couple weeks. I added a PR4 blog to the system which gives me 4 article credits per day. I can submit 4 original articles per day for free. Only 100% unique content with perfect spelling and grammar will be accepted. I have looked at the articles that are being posted to my PR4 blog that I added to the system and they are good quality. This high quality is absolutely critical so that blogs in a network don’t get deindexed.

      A very powerful network recently had 900 out of 1,300 sites deindexed 2 weeks ago. This is the fault of the people running the network as they oversold the network to make a lot of money and did nothing to maintain it, or even responsibly throttle how many posts per day went on each blog. If you see a network that has dozens and dozens of outbound blogroll links, footer links, or any excessive use of sitewide links steer clear of them as eventually they will probably be deindexed and then you will lose your links.

      Google is taking VERY aggressive steps to deindex blogs that are being used for the sole purpose of backlinks. This tells us something very important, which is that blogs are still a very very powerful source of backlinks. If they weren’t Google wouldn’t be spending so much time and money on staff members to hunt down networks with excessive posts and outbound linking to manipulate search engine rankings.

      This trend is making it cost more time and money to do SEO effectively and correctly. Make sure you are spending a lot of time on your own website making sure the onsite optimization is PERFECT. This will give you a huge boost in the search engines so that you won’t need nearly as many backlinks to get to the top of page 1. The most powerful links are still by far contextual backlinks found in a relevant article on a website with authority.

      I have found another great service for getting contextual backlinks on blogs. Get 1,000 free credits at http://postlinksfree.com and search the network of 10,000 blogs for articles that contain your keyword. The system will then let you choose which sites and which articles you want your link placed in. These are all aged sites that are owned and operated independently. They have a very unique system that works well for those people that don’t have time or budget to write their own posts or articles.

      So BMR is a great network, but since it isn’t open you may want to try either http://postlinksfree.com or http://www.linkauthority.com/ as an alternative.

  • GOOD ONE!!

    Same thing happened last time I went to buy new running shoes, I was in and out in 5minutes and no upsell was attempted (I knew what I wanted but I do love that store and probably could have been distracted with shiny fitnessy objects and sold stuff).

    Then, today, I phoned my bank to see if they had a solution for me for exchanging USD to Cdn$’s… they didn’t. But as I tried to get off the phone, they asked me about another account and upsold me some GICs… now I didn’t CALL for that, and I wasn’t (or rather: didn’t know I was) interested in GICs but the offer was too good to turn down so I let her talk AND I let her upsell me. If she hadn’t brought it up, I wouldn’t even have known about the offer.

    GREAT LESSON!! Thanks Craig.

  • Wow thanks for the super in depth answer Rick. You’re awesome!

    • markschneider

      Rick is the man.