************************************************************ How to IMMEDIATELY increase customers orders by at least 30% ************************************************************

When a potential customer decides to order your product, the introduction of the following technique can increase your profit from the initial order unbelievably.

A customer at the point of purchase is often extremely favorable to an additional offer or what has been termed the "upsell" or cross sell". This technique is pure profit as your additional cost for the resulting sale is ZERO.

This technique has been tested time and time again and is statistically PROVEN to increase your sales. This involves the use of psychological *triggers*. These are words used in a deliberate context to take advantage of your state of mind or to transform your present emotional state to one which favors the buying of the product.

Let's use an example that we are all familiar with. The TV infomercial.

The latest exercise gear being advertised on the market is the AB-MAXIMISER. As the well toned models display the versatility and effectiveness of the product and you are almost convinced to buy, they throw in the clincher:-

"if you order now" not only do you get the ---product but you also get another ----product free.

SIDEBAR ====================================================== It has been shown that declaring :

"buy 1 get 1 free" yields better results than,

"Get two for the price of one"

Emotionally with the first pitch we are more inclined to believe we are getting twice the *value* for the cost of one item =====================================================

The important point to grasp here, is to use your basic product, a loss leader if you will, that the customer believes is an excellent value. Then you introduce a second product which offers the customer more value, but gives you a healthy profit margin.

So how do you work that into your Internet business?

Just do a little brainstorming. Can you offer a product that you can offer volume discounts on?

You may offer a basic product to hold the customer while gently suggesting another. Internet businesses have a variety of means of doing this.

After a customer has gone to the order page of your product you may :

(1) Bring up a page recommending your "platinum" product for a few extra dollars. Again the psychological impact is that the customer says well, heck, I'm already prepared to pay x dollars, I might as well get the whole kaboodle for a couple of dollars more.

(2) The order page could have a check box which may or may not be checked already, with the following comments:

" Would you also like to offer product y , our customers that purchase product y have all exclaimed how glad they were to make that purchase"

This a technique used by a lot of Internet marketers with great effect.

(3) Instead of the "hard" sell you could say :

The customers who bought product x also bought product y, and then give links to product y.

Internet bookstores use this with good results.

(4) Another key aspect of upselling you may use in your business is to offer a trial period, either free or for a minuscule amount, like $1. Then you charge regular pricing after the trial period. The merit of this course of action is that the persons who might not have bought your product, being a bit skeptical, will have a practically risk free opportunity to try out your product.

CONCLUSION Remember that traditional marketing concepts and principles are not suspended because you are doing business on the Internet. In fact there is a lot to be gained from understanding how direct mail order firms operate.

Don't forget the 20 percent rule though, what's that?

20 percent of your customers will contribute to 80 percent of your sales. This is true of affiliates as well. So although you shouldn't ignore the 80 percent, concentrate your cross selling and up selling efforts on the 20 percent that have the greatest significance to your business.

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