Tag: Buying Habits

Why UpSell? ⬆️💰 (Increasing Sales Conversion Rate)

Posted on by brianjpombo

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Oh those tricky, nasty, greedy salesmen and how they’ll have the nerve ask you to buy more. 😕

Brian talks about why we should be all those things and upsell on the regular. 😀

Transcription

Why upsell?

Hi I’m Brian Pombo, welcome back to Brian J. Pombo Live.

I want to talk about this concept of upselling. Alright, upselling, if you’re not familiar with it, it’s the term of the idea of when you sell something, somebody that you offer to sell them something else after they bought.

That’s in general, that’s how upsell upselling is referred to, and this happens a lot online.

I’ve known a lot of people that complain and complain and complain about this. There’s only one reason why upselling is done so often online. It’s very simple. It works, okay.

People don’t buy things that they just don’t want. If you don’t want it, you tend to not buy it, whether it’s being up-sold or not, that you’re not unless you’re just hemorrhaging money, and you’re just looking for a place to put it.

Even in that case, I mean, is there anything wrong that someone’s offering to take the money off your hands, they’re offering you something in exchange for it?

It’s not like they’re saying, hey, just give me some more money. You know, you want to, you know, they’re not saying that an upsell, is you’ve bought this.

Would you also like this?

How about this?

That’s all an upsell is, in, a lot of people can look at it as sleazy or tricky or whatever, there is a mentality that goes along with the process. A person and here’s how it’s described most of the time is that a person that has bought something has already broken down most resistance to parting with their money.

They’re in buying mode, there’s a difference between being in buying mode, and be out of buying mode and having to be convinced to go into buying mode, it’s like two different parts of the brain.

Once a person’s in buying mode, they’re more likely to buy the next thing where if you would have started with the, with the second thing first, they may not have gone for it, but because you started them off with one thing, and then said, Well, how about this also and sometimes they tie together.

Well, and sometimes that, you know, hey, you’ve bought the pool. Now, here’s a patio set to go with it, or what have you.

Sometimes they tie together.

Well, sometimes they don’t.

But the plain fact of the matter is, if somebody wants it, they’re going to buy it anyways.

If you can offer it to them great. Quite oftentimes what happens online, especially with information products, if you’re selling an information product online, or some type of digital product, the person isn’t necessarily getting everything that they want with that one product.

So why not try and sell them more, the worst thing they can say is no. And people do people turn down upsells all the time.

So often, you will hear if you go and listen to podcasts from some of the largest companies and marketers out there online today. And online is one of the most unique that it’s one of the most common places I meant to say common.

One of the most common places that you’ll see the upsell done in a very straightforward linear fashion. And one of the things that you hear over and over and over again, is that they don’t make money off that first purchase.

They make money on the back-end sales that come after and sometimes those back-in sales are up sales immediately offered after the initial purchase.

So they’ll offer a book, and they’re losing money on the book or some type of product right up front, that they’re losing money on.

They’re losing money because it costs too much to advertise it. Because it costs too much to produce, it costs too much to ship, whatever it is, they’re losing money on that first product, that whole concept of being a loss leader, that happens all the time.

If you have upsell available, it’s everyone doesn’t have to purchase. But the percentage of people that are able to purchase those upsells make up for the losses and so the whole campaign works in the long run.

Also you have a connection with that person, a person who has bought from you You have a connection with for a long period of time, especially if they love what it is that you sold to them. So you really have to consider upsells, especially when you’re talking con when you’re using content marketing to bring people in, you have to, it’s almost a mandatory thing, you have to offer them a little more than just the minimum.

That’s the way you have to think about the initial, the first initial sell is nothing more than a minimum purchase. After that, give them a couple of other options, give them more, no matter what you purchase out in the real world, especially to have high ticket level, if you’re going to buy a car, they’re going to have options that can bring the price up.

But you don’t see it as just them looking to raise your price there you’re looking at?

Well, yeah, I would like power windows, you know, I would like air conditioning, I would like, you know, these options that they tack on their extra, you don’t have to take any of them.

But if you want to you can and if you consider those things almost mandatory, then you you have to, you have to go with it, you have to purchase after the that when they’re offered an upsell.

So you have to see it from both sides.

But if you’re a business owner, or you are one of the people in charge, think about the things that you can add on not just to gain more, but to make their experience better.

If you can make their experience better by giving them more that they can purchase, that that’s a win-win. And so it doesn’t matter what industry you’re in, if you were dealing with any part of the sales process, find more things, you can sell them right away, the happier they are, the better off you are.

And you better be selling things that make people happy. Otherwise, you’re not going to stay in business for the long run. Hopefully, that makes sense to you.

If you’d like some more strategies, here’s an upsell you’ve already watched. If you’d like some more strategies, I’m going to give you something else that won’t cost you any money, 9 Ways to Amazon-Proof Your Business.

It’s absolutely free, you get a digital copy at AmazonProofBook.com.

Now when you go there, and you download this, I’ve got an upsell the upsells for a physical copy. And for the audiobook version, which we’re still not done with yet but we’re going to come out with that audiobook version.

We’ll be sending it out to everybody that purchased the physical book, and you get a couple of other freebies in there. And I’ll be offering more freebies in the future. I’ll tell you this stuff that isn’t even included right off the bat, you’re going to be receiving stuff that no one else receives.

So, 9 Ways to Amazon-Proof Your Business AmazonProofBook.com we’ll be back here tomorrow night. In the meantime, get out there and let the magic happen.

Wants Vs. Needs 🌭🥦 (Identifying Consumer Buying Habits)

Posted on by brianjpombo

Podcast: Play in new window | Download

Thoughts on why people buy stuff.

Transcription

Want versus Need.

I’m Brian Pombo, welcome back to Brian J. Pombo Live.

I wanted to talk with you tonight about the concept of want versus need in terms of the customer relationship. So if you are a business owner, if you’re an executive, if you’re one of the people in charge of developing products and services of the company that you work at, this is something you got to wrap your mind around.

And it’s tough, it’s a really tough conversation to have because it has so much to do with semantics. The meaning of these two words is so broad in English, that it’s difficult to have this conversation, because what does want versus need actually mean?

What is a want?

What is a need?

Can you somewhat come to a conclusion about it?

Because I’ve even heard Gary Bencivenga say that it’s a semantic argument that we shouldn’t get into. But I think it’s important to understand the concept.

Don’t get hung up on the words, the words you can mean want. When you’re saying need and you can mean need. When you’re saying one, that’s the problem with it.

But they’re very subjective and relative to whatever it is that you’re talking about.

But let’s go into that, shall we?

So are you selling a product or service that people need or that they want?

Now they may want it but not need it or they may need it and not wanted.

What situation do you want more is to see how it gets confusing.

So let’s take an example. Let’s say what people really want are hot dogs. But what you’re selling is broccoli. Now they may need I’m not going to get into the vegetable versus meat conversation here.

But let’s say that broccoli has the vitamins and so forth, that people in general, are lacking. And just for the sake of argument, we’re just using this as an example. I’m not going to get into actual nutrition, okay, we’re just saying you say broccoli is that thing that has what people need.

But what people really want are hot dogs.

Now you can try to sell them broccoli, but you’re going to have an uphill battle because you’re selling them what they need, not what they want. Where if you sell them hot dogs, you’re selling them what they want, it’s gonna be easier.

Do you see the difference?

So that’s the first step, the first step is just to understand the fundamental difference, but that it doesn’t end there. Because there are multiple things that you can do with this, let’s say we’re only dealing with this binary argument.

I say sell them the hotdogs include this broccoli on the side. Now you have a chance of them actually getting what they need while also getting what they want.

It’s nearly impossible to sell people what they need if they don’t want it.

But here’s another thing. Let’s say people really did, you’re going through a period of time where people really do want broccoli, maybe there’s a shortage or whatever.

Maybe Oprah or somebody famous came out and talked about the wonders of broccoli and how they’re able to lose weight by eating only broccoli or whatever. All of a sudden, broccoli’s demand comes up.

People want broccoli, people also turns out they need the broccoli.

You can have a situation where what people want is what they need at the same time, which is great if you can find that. Because that now you can get deliver both.

Most of the time as business owners, as managers of the business, we tend to focus on what we know because we’re in the situation so often, whatever it is, the situation that you’re attempting to sell.

We know what they need it. We know better than them what they need in most cases. But what they want is not what they need.

So you can pile the two together you but you will have a better chance of getting somewhere. If you can coat, whatever it is that you have that you think they need with what they want, or start them off with a process of giving them a little bit about what they want, and then backing it up with what they need.

At least starting the conversation by allowing them to have what they want first.

Then encouraging them to purchase also what they need on top of that. You can bind things together, you can sell them separately. The thing is, is that people will never, never buy what they need over what they want. Sometimes they’re the same thing, but it’s rare.

Most of the time people want something different than what they need. And you have to go in knowing that you have to realize, don’t fight. Don’t fight that current.

Because if you fight that current, you’re going to have a really tough time. The best thing to do, of course, I’m like, usual, the current is fighting against me, the current of gravity is pushing everything over. I tend to be a piler, so I pile things up and of course, nothing falls over until I’m doing a video and I’m not anywhere near the stuff, but it all starts coming out.

So what can you say? Get the point.

Sell people what they want.

First, start the conversation, get it going. You can always give them what they need later. Or, in addition to, okay, simple idea. Very difficult for most people to wrap their minds around.

So if you can start in that process, I’d love to hear what you think, are you have you been trying to sell people what they need versus what they want? I’d love to love to hear it. Do that.

Leave a comment here or over at BrianJPombo.com about this conversation, want versus need. Very, very, very important. One of the most common flaws and situations that people stubbed their toes on, especially business owners and decision-makers, in businesses. I see it over and over and over again.

Hey, if you want to really get ahead of the curve, and be able to really fix some of these problems for your business.

Go check out my book, 9 Ways to Amazon-Proof Your Business. You can get a free copy at AmazonProofBook.com. We’ll be back here tomorrow night.

In the meantime, get out there and let the magic happen.