using smart upsells to boost customer lifetime value

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Using Smart Upsells to Boost Customer Lifetime Value


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Roadmap

• Who Cares?

• Types of Upsells & Cross-sells

• Implementation

• Q&A

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Jeff Large

Jeff Large is a teacher turned entrepreneur using his experiences to help others. He runs Come Alive Creative, a web and graphic design shop. He also co-hosts the Happy Mitten Podcast and creates useful content for his personal

blog and OSTraining.com.

Connect with [email protected]

@realjefflargewww.comealivecreative.com

http://OSTraining.com

mailto:[email protected]

http://www.comealivecreative.com

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Liston Witherill

Liston Witherill is a marketing strategist and Chief Creative at Good Funnel. He helps tech and info businesses understand their customers to sell more. He’s an environmentalist and

hiphop artist - but that’s a different story.

Connect with [email protected]

@law4 www.goodfunnel.co

mailto:[email protected]

http://www.goodfunnel.co

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About Receiptful

Receiptful lets you send beautiful e-mail receipts that increase customers' lifetime value through the use of targeted, personalized marketing messages / up-sells.

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PART 1

Introduction

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Upselling and cross-selling are HUGE opportunities. You’ve already won a customer. Sell them more.

Credit: http://goo.gl/GQMfCg

http://goo.gl/GQMfCg

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The Ultimate Upsell

Would you like to Supersize that?

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Upsell vs Cross-Sell

An upsell is designed to get a customer to spend more money on the same products.

A cross-sell is designed to get customers to buy complementary products.

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Which one do you think performs better: upsell or cross-sell?

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Your copy and offers matter. Make sure it’s persuasive.

For example: “Get Premium for 20% Off” isn’t as good as “Level Up Your Purchase Now to Get 20%

Off In the Next 48 Hours”

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Discount vs No Discount

1. 121.56% increase in revenue (98% chance to beat original) 2. 46.24% increase in Average Order Value (AOV) 3. 51.85% increase in conversions (customers/visitors-to-page)

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Time: create deadlines for upsells. Quantity: show how few are available.

Use urgency right now.

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PART 2

Types of Upsells + Cross Sells

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Types of Upsells + Cross Sells

eCommerce Info Business Software

Premium Offering X X X

Package Deal X

Discount X X X

Affiliate X

Warranty X

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Premium Offering

Upsell: A More Expensive Version of the Product (perfect for info businesses)

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Premium Offering

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Buy More

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Package Deal

Cross-Sell: Complementary Products In a Package Deal

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Discount

Cross-Sell: Limited Time Discount

Source: http://reallygoodemails.com/promotion/product-promotional-email-design-from-a-book-apart/

http://reallygoodemails.com/promotion/product-promotional-email-design-from-a-book-apart/

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Discount & Cross-Sell

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Referral Discount

Cross-sell or Upsell?

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Affiliates + Business Development Partners

Cross-sell: Product offerings from other businesses that complement the recent purchase or are

targeted at the same market.

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Affiliate

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Warranty

Extend the life of a purchase.

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Warranty E-mail

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PART 3

Implementation

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Ways To Implement

In-AppShopping

Cart / Checkout

Receipts E-mail DripDirect

Contact

Premium Offering X X X X

Package Deal X X X

Discount X X X X X

Affiliate X X X

Warranty X X X X

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In-App

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Shopping Cart & Checkout

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Receipts

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E-mail Drip

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Direct Contact

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E-mail Drip

1. Your current customers are an untapped revenue stream.

2. Upsells convert 25x better than cross sells.

3. You can implement at least one thing today.

4. Email follow ups are the easiest to implement.

5. You can use free tools to increase your revenue now.

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Supercharge your e-mail receipts today!

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PART 4

Questions?

using smart upsells to boost customer lifetime value

Marketing