A discussion about sales, sales tips and advice, and about those who land the deal

I don't eat fast food often, but when I do I usually do the thing that doctors don't recommend you do: I "upsize" my order.  I usually rationalize that decision by telling myself that if I roll my car into a remote ditch and am forced to survive on rainwater for a few days before help arrives, those extra 20 french fries might be the difference between life and death.  That's me at the drive thru there in the picture...(ha ha).

My occassional poor health choices aside, "upselling" is a great way to add additional dollars to your sales figures.  It doesn't matter if you sell products or services, upselling can be a vital part of your sales numbers.  Same thing holds true if you sell via the Internet.

Marketing expert Derek Gehl has more on "upselling":

They've already overcome the biggest hurdle - making the decision to BUY something in the first place. If you offer them a related item that adds value to that initial purchase, while they're still in the "buying mood," chances are you'll make an additional sale - and your customers will get more value from their entire purchase.

To come up with a good upsell offer, keep the following points in mind:

* Make sure your upsell item complements or adds value to your main product. For example, if you sell printers, offer ink cartridges - not a yoga mat. If your main product is something people might like to buy in multiples or as refills (like fishing lures or batteries), double the quantity at a discounted price.

* Choose an item that costs about 30 percent less than your main product. If you've just sold a bathing suit, don't upsell with a trip to Mexico. Beach sandals or a towel would be much more appropriate ... and more likely to result in a sale.

* Offer a "limited time only" discount offer to encourage immediate sales. Let your customers know that they must take advantage of your upsell offer RIGHT AWAY to get the special price - or else they'll lose out.

* Include your upsell offer in your order form. Simply add a check box that says "Check this box to claim ..." And don't forget to include a paragraph or two describing all the great benefits of the upsell item.

Surprisingly, there are still many entrepreneurs who are leaving money on the table because they aren't offering any upsell products to their customers. Don't make the same mistake. Start harnessing the profit-boosting power of upselling today - and get ready to watch your sales spike by at least 20 percent.