using smart upsells to boost customer lifetime value
TRANSCRIPT
WEBINAR
Using Smart Upsells to Boost Customer Lifetime Value
Using Smart Upsells to Boost Customer Lifetime Value
WEBINAR
Using Smart Upsells to Boost Customer Lifetime Value
Roadmap
• Who Cares?
• Types of Upsells & Cross-sells
• Implementation
• Q&A
WEBINAR
Using Smart Upsells to Boost Customer Lifetime Value
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
WEBINAR
Using Smart Upsells to Boost Customer Lifetime Value
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
WEBINAR
Using Smart Upsells to Boost Customer Lifetime Value
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.
WEBINAR
Using Smart Upsells to Boost Customer Lifetime Value
PART 1
Introduction
WEBINAR
Using Smart Upsells to Boost Customer Lifetime Value
Upselling and cross-selling are HUGE opportunities. You’ve already won a customer. Sell them more.
Credit: http://goo.gl/GQMfCg
WEBINAR
Using Smart Upsells to Boost Customer Lifetime Value
The Ultimate Upsell
Would you like to Supersize that?
WEBINAR
Using Smart Upsells to Boost Customer Lifetime Value
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.
WEBINAR
Using Smart Upsells to Boost Customer Lifetime Value
Upsell vs Cross-Sell
WEBINAR
Using Smart Upsells to Boost Customer Lifetime Value
Upsell vs Cross-Sell
Which one do you think performs better: upsell or cross-sell?
WEBINAR
Using Smart Upsells to Boost Customer Lifetime Value
Upsell vs Cross-Sell
WEBINAR
Using Smart Upsells to Boost Customer Lifetime Value
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”
WEBINAR
Using Smart Upsells to Boost Customer Lifetime Value
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)
WEBINAR
Using Smart Upsells to Boost Customer Lifetime Value
Time: create deadlines for upsells. Quantity: show how few are available.
Use urgency right now.
WEBINAR
Using Smart Upsells to Boost Customer Lifetime Value
PART 2
Types of Upsells + Cross Sells
WEBINAR
Using Smart Upsells to Boost Customer Lifetime Value
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
WEBINAR
Using Smart Upsells to Boost Customer Lifetime Value
Premium Offering
Upsell: A More Expensive Version of the Product (perfect for info businesses)
WEBINAR
Using Smart Upsells to Boost Customer Lifetime Value
Premium Offering
WEBINAR
Using Smart Upsells to Boost Customer Lifetime Value
Buy More
WEBINAR
Using Smart Upsells to Boost Customer Lifetime Value
Package Deal
Cross-Sell: Complementary Products In a Package Deal
WEBINAR
Using Smart Upsells to Boost Customer Lifetime Value
Discount
Cross-Sell: Limited Time Discount
Source: http://reallygoodemails.com/promotion/product-promotional-email-design-from-a-book-apart/
WEBINAR
Using Smart Upsells to Boost Customer Lifetime Value
Discount & Cross-Sell
WEBINAR
Using Smart Upsells to Boost Customer Lifetime Value
Referral Discount
Cross-sell or Upsell?
WEBINAR
Using Smart Upsells to Boost Customer Lifetime Value
Affiliates + Business Development Partners
Cross-sell: Product offerings from other businesses that complement the recent purchase or are
targeted at the same market.
WEBINAR
Using Smart Upsells to Boost Customer Lifetime Value
Affiliate
WEBINAR
Using Smart Upsells to Boost Customer Lifetime Value
Warranty
Extend the life of a purchase.
WEBINAR
Using Smart Upsells to Boost Customer Lifetime Value
Warranty E-mail
WEBINAR
Using Smart Upsells to Boost Customer Lifetime Value
PART 3
Implementation
WEBINAR
Using Smart Upsells to Boost Customer Lifetime Value
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
WEBINAR
Using Smart Upsells to Boost Customer Lifetime Value
In-App
WEBINAR
Using Smart Upsells to Boost Customer Lifetime Value
In-App
WEBINAR
Using Smart Upsells to Boost Customer Lifetime Value
Shopping Cart & Checkout
WEBINAR
Using Smart Upsells to Boost Customer Lifetime Value
Shopping Cart & Checkout
WEBINAR
Using Smart Upsells to Boost Customer Lifetime Value
Receipts
WEBINAR
Using Smart Upsells to Boost Customer Lifetime Value
Receipts
WEBINAR
Using Smart Upsells to Boost Customer Lifetime Value
Receipts
WEBINAR
Using Smart Upsells to Boost Customer Lifetime Value
Receipts
WEBINAR
Using Smart Upsells to Boost Customer Lifetime Value
E-mail Drip
WEBINAR
Using Smart Upsells to Boost Customer Lifetime Value
Direct Contact
WEBINAR
Using Smart Upsells to Boost Customer Lifetime Value
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.
WEBINAR
Using Smart Upsells to Boost Customer Lifetime Value
Supercharge your e-mail receipts today!
WEBINAR
Using Smart Upsells to Boost Customer Lifetime Value
PART 4
Questions?