The Subliminal Logic of the Upsell let me explain for you

It’s impossible to go to a fast food restaurant without having someone ask you if you would like to “Supersize That.” Once that happens, it’s like an invisible force is speaking to the irrational side of our brains. We have a brief moment of logic as we figure out--59 cents more, for double the food, is a great value. But that is the full extent of our logical power. Afterwards, irrationality steps in and rather than consider if we can even eat double the food, we pat ourselves on the back for being a smart consumer.
This is the very purpose behind coupon distribution. If you are standing in front of the canned beans in a grocery store, and there is a coupon attached to each can, how many cans of beans are you going to buy? You only needed one. But there’s that consumer logic at work again. “30 cents off is a great bargain! I’m
buying five cans!” And you go home with more beans than you could possibly need, but a receipt that shows your “savings.” What a deal!
 
Too many times small business owners tell me they don’t up-sell because they don’t want to anger their customers. I cringe when I hear that. You always have to put yourself in the consumer’s shoes. If, after buying a product, someone suggests you upgrade, do you get angry?
No. Now, if you pester the person until they run away from you screaming, then you have a problem. But if you ask and cater to that “bargain” mentality, they’ll either tell you no or they’ll upgrade and thank you for such a wonderful deal.

Think of how many places you see the up-sell attempt. Fast food restaurants want you to supersize. Retailers want you to purchase extended warranty protection. Car rental companies give you your choice of a dozen upgraded insurance options. And no one gets mad.

 © 2008 By Clate Mask

Posted in: Chapter 7- Flip Your Funnel