The concept of upselling is certainly not a new idea. The goal of upselling is to increase your profit.

A great example of this is carried out by the cruise lines, specifically Carnival Cruise Lines. During a recent booking experience, a repeat customer mentioned how much they loved having a room with a balcony. Unfortunately, at the time of the booking, the customer couldn’t see themselves making the large investment to have a balcony room, and instead opted for a room with just a window. Three weeks before the cruise, Carnival called the client with an upsell offer. Knowing the customer preferred a room with a balcony, Carnival offered a room with a balcony for a small upgrade price that was nowhere near the original asking price for the balcony room.

Having been a customer of Carnival Cruise Lines before, and after the VIP treatment the client received in this example, they will continue to be a customer of the cruise Line. And who knows, having told the story to you might inspire you to go on a cruise with them as well.

However, the point here is not to discuss word of mouth marketing, but to show you how important upselling can be to your business. The customer may have been content to keep a standard window room if they focused on how much it was saving them. When Carnival offered the room at a discounted rate, it didn't cost them much, but it added to the company’s profit.

You can do the same thing in your business by knowing what your customers want and choosing the right time to offer to them.

Suppose you provide a product to your customer, and went back to them a week, or 10 days later, or after they’ve had enough time to consume some of your product, and you had an upsell offer for them. They’ve gotten a chance to get to know you, determine if they like you, and trust you, and like your product. Now you're offering a product or service - something they want - for a reduced price, and for a limited time.

Even if only twenty percent of your customers took you up on the offer, and even if it was only $30.00 or $40.00 more, you’re profiting more than you would if you hadn’t made the upsell offer. If you only got 10 of those in a week, or even in a month, you’re going to start to see the long term value of your relationships develop, and a long term increase in the profits your business generates.

So if you’re thinking about the upsell concept and how you can incorporate it into your own business, you must first determine what people want and when they’re most likely to buy from you again. Then use that knowledge to build your profitable relationship, by making your customers feel like VIP’s.

Author's Bio: 

Diane Conklin is an internationally known author, entrepreneur, coach, consultant, event planner, speaker and copywriter. Diane is a direct response marketing expert who specializes in showing small business owners how to integrate their online and offline marketing strategies, media and methods, to get maximum results from their marketing dollars.

As a marketing and business strategist, Diane shows entrepreneurs and small business owners how to outperform their competition by measuring their marketing, and strategically use multi-media campaigns to stand alone in their marketplace as the go-to provider for their products and services.

She is the founder of Complete Marketing Systems and for more than 14 years has been showing small business owners how to start, build and grow businesses where they take knowledge they already possess and turn it into passive, ongoing, leveraged profits.

Diane has been involved in numerous campaigns grossing over $1,000,000.00 in sales several times in her career.

Diane has proprietary home study systems, coaching programs, masterminds, and provides done-for-you services in the areas of Social Media, Information Marketing, Direct Response Marketing, Direct Mail, and Event Marketing, Planning and Management.

As a speaker, Diane has shared the stage with the likes of Joan Rivers, George Foreman, Dan Kennedy, Bill Glazer, Harry Dent, Barbara Corcoran, James Malinchak, Peggy McColl, Marie Forleo and many others.

Diane was voted Marketer of the Year for her innovative marketing strategies and campaigns.