“Will you have fries with that?” – McDonalds.
Did you know you can change your customer’s mind through better writing, psychology and timing?
The key part about that line is the timing. McDonalds is credited with this upsell line, spoken at the time the customer has provided their credit card (metaphor) for the purchase.
Very hard to resist the upsell.
Here are three other examples of some strategic timing techniques to get your customer to buy more:
- Insurance:
This is also offered as soon as the purchase is being completed at the register. Whether it is a kitchen appliance, tires or even an air-ticket. Insurance is a great upsell.
The “decline” option is further qualified to state, “Yes, I understand that my $250 purchase is unprotected”. This makes the buyer pause and think. Purpose achieved.
2. Offer next version at discounted price:
When I bought a second pair of hearing aids for my mother (the awesome ones from Audien are so tiny, I feared they’d fall off; hence a second pair), at the checkout I got this question:
“Would you buy the new Atom version for only $80 more? 20% smaller, 20% higher battery charge”.
I clicked No, since I wanted the exact model.
The offer that followed brought it down to $40 more.
Brilliant!
3. Upon cancellation:
People just love discounts. Sometimes people go to cancel subscriptions or ask for a refund. While they won’t admit it, most people would settle for a lower price.
What better timing, than at the point of cancellation, to offer a discount.
If you have tried to cancel your LinkedIn premium membership, you would have seen their discounted offer. The one presented to me was almost 50%. Great way to retain the customer and ensure continued sales.
The above techniques work on psychology and timing. They also involve creativity in writing and presenting to the customer.
Accelevaite provides guides and courses help you write better and get noticed. These will to help you write better, get noticed and grow sales. Better writing is a sure way to find your next job, get customers to take action and generally have your ideas and thoughts recognized.