Page 107 - My Marketing Sucks Book

continued, “So if you want to wrap up any meal that you don't finish, let me know

and I'll be happy to wrap it for you.”
I thought to myself, wow, what a polite, thoughtful and caring young lady she is.
Later that day I was thinking about it and realized she was up-selling us and we
didn’t even notice it or feel like we were ‘being sold’.

If we wrap the dinners that meant we left room for dessert. Which means our bill
went up by another 20% because everybody would order dessert. Not only did

our bill go up by 20% that means her tip also goes up.
See how it works? Brilliant.

Find out what goes with the initial sale and add on an up-sell. Ask the person
“Would you like XYZ with your ABC?”

Do the math.
Increase your typical sale by 10% over the course of the year. See what that

would add to your bottom line. It's just adding one more question.

Next chapter, we're going to show you a few ways to do it automatically!

Chapter 18. Up-Selling On Autopilot

You often hear us say “In order to be successful, you must simplify and

automate.”
But what do you automate?

How do you automate?

When do you automate?
The answer is always and often. An automatic way of up-selling your customer is

through some tasks as simple as the ‘Thank you!’
When they're online buying from you, the billing receipt email can and should
have a sincere ‘thank you’ attached. Your after-sale drip marketing system will

give a heartfelt ‘thank you’ as part of your first automatic drip message.
When the transaction completes, you can automatically send customers to a
‘Thank You’ webpage to show appreciation and to, perhaps, give them another