Day 3

Subject: Do you want fries with that, [firstname]?

Hey [firstname]!

Lots of offline businesses use subtle techniques to get you to spend more money.  Probably the most successful of these are restaurants.

Have you ever noticed how, when you go into a restaurant, they're always trying to sell you more?

As soon as you walk in, they ask you if you'd like a drink.  That's an opportunity to get you to spend money right away.  The waitress will always draw your attention to today's “special”.  This is usually something they're going to make the biggest markup on.

Then there are the deserts… 

You might decide you're full after your main course, but as soon as you see people at the next table tucking in to that apple pie or strawberry shortcake, your resolve weakens. Some restaurants even have a “desert trolley” so you can actually see (and savor) this stuff ahead of time.  Then there's the coffee and the tip you're expected to leave.  By the time the check arrives, your credit card is in for a pasting. 

It was all so subtle, you didn't even notice!

What you've just experienced is the fine art of up-selling and cross-selling.  Up-selling is where you're sold something else in addition to what you intended to by.  For example, if you order a burger at McDonald's, the first thing the person behind the counter says is: “Do you want fries with that?”  Classic upsell.

Cross sells are where you're talked into buying something that's either more expensive or more profitable – like today's special instead of what you were going to order. 

You can apply these techniques in your online business, too.  For example, if you sell e-books you can upsell a related e-book on the same subject, or cross sell a video or a course.

If you sell multiple products via a shopping cart website, you can automate the entire process by offering upsells and cross sells at the checkout.

Talk soon!

[Your Name]

PS. I devote an entire chapter of my guide to boosting your online sales to this subject.  You can read it here [link to sales page].
