Imagine that you are at the drive thru at McDonalds. You just ordered a hamburger. What does the fast food worker say to you next? The answer is “Would you like to supersize your meal with a drink and fries?” This answer is a prime example of up selling products. You can apply this tactic to your Internet business to sell more products and make more money.

Following is another tested tactic that will earn your business more money:
At the point of sale you want to create the law of contrast. For example, at McDonalds you see a Happy meal deal for $5, $4, and $3. Typically, people hate extremes and will choose the option in the middle. So they will more often choose the $4 Happy Meal to begin with and then go up one step. So always give the highest price first then the mid price then the lowest price.

Another example is marketing with postcards using the “down sell”. Let’s say that a customer comes to your website, but doesn’t want to read the 4,000 words of postcard type copy. You then should offer a cheaper product and still offer the same bonuses. The down sell employs the psychological law of contrast. For example, you could sell a book at a regular price and the customer doesn’t want it. So down sell to them by offering the same book, but in eBook format for a cheaper price.

Recycling occurs when you count on people leaving your website, but know that you will get them back in the future. An example includes having an exit pop-up that is a survey when the customer doesn’t buy your product. Have copy that asks people for their advice. People love to give their advice. This makes them feel like their opinion counts. For example, say “Before you leave us, please give us your advice about…” An example question is to ask the customer why they didn’t buy. Then try to provide answers to common reasons why people didn’t buy the product.

Another way to recycle traffic is to have people go all the way to the bottom of your sales page and have copy that says “Click here if you have decided not to order my product.” This button should take the customer to a “lift letter”. The lift letter is from a third-party of authority. The lift letter gives you two choices – you can go back to the home page or order the product. Essentially, the lift letter gives more credibility and a referral of your product. So it gets people to trust you more making them more apt to buy. You can find an authority in your niche to write your lift letter.

Try these tactics in your Internet business to rapidly increase your profits.

KEYWORD LIST:
Lift letter
Internet business
Up sell
Down sell
McDonalds

Warmest regards,

Matt Bacak

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