Increase Your Follow On Sales
You might ask, “What is a follow-on sale?” A follow-on sale is the sale of any product or service that comes as a direct result of a previous sale. An example of this type of sale would be… an upg
You might ask, “What is a follow-on sale?” A follow-on sale is
The sale of any product or service that comes as a direct result of
of a previous sale. An example of this type of sale would be
Selling an upgrade to an existing software product
As we have discussed in other articles, there are companies out
They make far more money from follow-up sales than they do from initial sales.
original sales. We also discussed some specific strategies.
For increasing your follow-on sales, strategies such as:
Mention your complimentary products on the thank you page.
That should follow your order page, giveaways, and free training.
courses, e-zine subscriptions, and mailing lists.
All of the strategies mentioned above are excellent ways to
Increase your follow-on sales, but they are not the only
What techniquesshould you be employing? I have also found the
The following methods are very successful.
1. Include sales and orders if you ship a physical product.
information for your complimentary products. At a minimum
Include a picture (preferably in full color) of your product.
as well as a URL that the customer can use to get more information or
order the product. A toll-free number is a great item to
include here. Also include a postcard for the customer who
does not have ready access to the Internet.
2. If your product is digital, such as software or an e-book,
Include an ad for your additional products. This option
It should be used with caution because people do not like to be nagged.
by products they paid for. Have the ad come up only once.
first time the product is used or has a disable button on it.
the pop-up.
3. Establish a “private” area of your website and grant
Any customer who purchases your products will have free access to them.
In the unique content of this “private” area, you have the
I have a chance to do some follow-up selling.
4. Think about gathering more information about your customers.
such as mailing address, birth date, and phone number
You will need to decide if providing this information is
mandatory or optional. There is the potential that some
customer will not want to provide such information. Making
This required information may cost you some sales. Guard the
You should collect information with care and only use it for the purposes stated.
purposes defined in your privacy statement. Send a thank you.
Send a birthday card to each of your customers.
I will follow up with them via telephone to be sure that they are
satisfied with the product. These are all opportunities for
Continue selling.
5. On your order form, ask customers if they want to be
notified of new products, updates, and upgrades. Maintain a
A separate mailing list for those customers who indicate their
willingness to receive this information. You could also
Offer the option of allowing the customer to be notified via
via postal mail
As mentioned before, the follow-on sale is not easy to master.
It is a delicate balance between salesmanship and becoming a
It’s inconvenient.As with most powerful tools, these techniques hold up.
with the promise of great success or spectacular failure. Take the
time to test and refine your methods before attempting
widespread application with real customers. With practice and
With careful application, these techniques will contribute greatly.
to your bottom lineAnd as always, that is the real bottom line.
- ADANSEFOƆ MMERƐ NO NIE – EPISODE 122
- ONENESS TO ETERNITY – Episode 90
- ONENESS TO ETERNITY – Episode 89
- ADANSEFOƆ MMERƐ NO NIE – EPISODE 121
- At least six die in crush at Ghana military recruitment event
About the Author
