If you are in the business of online selling, chances are, you are familiar with the Shopping Cart feature. In fact, not only are you familiar with it but you also understand its prime importance in your business. Just like what it is named after, the Shopping Cart represents the number and kind of items that were purchased by your customer. The contents of the shopping cart constitute a sale for your online company.
Add to order
What if you were told that you could actually add more items to the shopping cart even after check out? This is called an upsell, wherein the customer is given the option to add more items to his purchases. What happens is a new window pops up presenting products related to those that he already put in his shopping cart? He can either click the "Add to Order" button or the "No, Thanks" button.
If your customer clicks the "Add to Order" button, the newly purchased items will be added to his shopping cart and the prices will be calculated on to his bill creating a new payable. If he opts for the "No, Thanks" button, he will be re-directed to the Thank You For Shopping With Us Page. This signifies the end of his purchase.
A last option
The beauty of the upsell page is that it works on the consumer psychology of making use of his "buying state of mind". It's just like presenting a last option before he finally goes out of the store. You'd be surprised at the number of customers who are willing to add more to their shopping carts. Given that they are already there and that they are already willing to part with their money, a few more items would not hurt.
Think of actual grocery stores where at the checkout lanes, a last option is given to the customers. There are lanes right beside the queues selling last minute stuff just in case the customer feels that he is missing out on something. Upselling is a great way to add business to your business. Since your products have already convinced your customer to buy from you, chances are, they will buy some more. All they need is a little prodding.
All related items
That is the genius of the upsell page. It finds related items that are similar to the style that your customer has already bought and presents them to him. Your customer may have not had the fortune of seeing them during his browsing of your site. Remember, a good sales person is always ready to make a sale. This begins by offering a prospective buyer options. Some ways you can word your upsell page is by saying "Have you also thought of these products?" Remember to be polite and not to come off as being a hard sell.
Be suggestive
Using a suggestive, gentle manner of offering additional goods is better than being upfront. Your customer may only be put off by your upsell. You can also say something like, "You may also like these!" and proceed to show a bunch of products that have to do with what your customer has already put in his shopping cart. In many ways, upselling is not meant to dupe your customer into buying additional stuff.
Rather, you are trying to make your customer more comfortable with an additional product that will complement what he already has. For example, your customer bought a brand new pair of leather shoes. A good product to offer in upselling is a leather protectant spray. This will lengthen the good quality of his shoes and will save him the trouble of having to buy new ones right away. The whole point of upselling is to make your customer's life easier.
Added revenue
If done right, your customer will see the value of the upselling and appreciate being given more thoughtful products to check out. Not only that, you are given the chance to increase your revenue by 10%, all by a simple click of a button. Bear in mind that your upsell page can also offer something of an incentive for the customer if he adds more items. You can offer him a 25% discount or coupons that he can use on his next purchase.
