Hey, everybody. What’s going on? Sorry it’s bee probably two weeks since I last got an episode out there. We’ve been crazy busy. But anyway, if you guys are on our email list at SamCart, you know we’ve been talking a lot about up sales lately. We put out a blog post, I think, a week ago kind of telling my story how when I got started with TrainBaseball.com, was really kind of inching along, not making much money at all.
Then learned what an up sale actually is and learn why you should have multiple products, and why you should have more expensive products to sell your customers on the backend. The same way you can get introduced into Apple’s world with something as small as an iPod Nano for $50 or $100. You can move all the way up to scale and buy their iMac or the iMac Pro, whatever you call it, for $4000, $5000, $6000.
Anyway, so long story short, one things I want to share with you guys today because a lot of people ask, been talking to a bunch of people through the comments in that post, and then just on our email list people writing in questions and live chat that we have on our new page or the Ultimate Up Sale that just went live today. If you want to check it out, TheUpSale.com. I think if you add a /live, it’ll take you right to the new product.
But either way, one of the big questions is people get kind of held up on let’s say you have an idea of something to sell your new customers. So they come in, they buy your main product, and you’ve learned, kind of figured out that you want something else for them to buy, and maybe you have a good idea for it. All these things we cover inside that new course. But a lot of people get held up on what to say. Again, we cover this in depth in the new course. But I wanted to give those of you who kind of need some quick help on scripted your up sale where I go with that and kind of my go to is. If you guys have ever bought any of my products from our Train Baseball website or Get10000Fans.com our previous business or SamCart, this script is usually always the same. It’s because it works and because it’s true. It drives me nuts when we see people that have up sales and they just kind of make up some fake story as to why you should buy this other thing. It’s just kind of misleading.
So here’s what I do, when someone buys a product, the way the script flows is, “Hey, thanks so much for making this purchase. You just made an unbelievable decision. Your product is on its way. Remember it’s going to help you do x, y, z.” So that introductory section is just kind of reaffirming to them that they made a good call and that it’s going to really help them out. They shouldn’t have any buyer’s remorse. Reminding them that they made a good decision. Then the segway into talking about this second product that you want to offer them at a discount is framed up in one simple question. So the way it works is I’ll say something like, “Hey, you made a great decision, but I wanted to go over something with you real quick. It’s something that most of our customers that buy this product end up asking me as soon as they go through the product. They love it. It helps them out like crazy. But they end up asking me this one simple question. This question is …” Then you give what the question is.
So let’s put it into play. Let’s say you sell a weight loss, kind of a fitness program. So let’s say it’s like how to get six pack abs. It’s like a little ab workout routine. As soon as someone buys, you say, “Hey, thanks for buying our six pack shortcuts program. It’s going to really help you get tone. It’s going to be a lot of fun. It’s going to remove all the guess work. I can’t wait for you to have it. It’s on its way. It’ll be in your inbox in the next couple minutes or it’ll be in your inbox in the next couple days. But hey, before you get started, I want you to know there’s always this one question that everybody asks me as soon as they get done going through this program, and it’s, ‘Hey, Brian. I love the program, but I want to get results even faster.’ Or ‘I don’t know what to eat. What kind of meal plan can I get on to really help me get my six pack abs even faster?'”
So does that make sense for you guys? You use the question that is kind of the next logical problem your customers will face and you frame that in a question because it makes you look like the good guy and most likely it’s true. Most likely that’s what your customers do ask you is, “Hey, now that I solved this problem, how do I solve the next problem?” That’s when you lead right into, “Look, everyone always asks me this. So what I decided to do because this is something I’m really passionate about is diet and meal plans that put together my actual meal plan into a seven step process. You can buy it today at a huge discount because you’re a new customer. We normally sell it for $200. You can get a for $100 today only. This offers only good on this page.”
Those are the keys. Number one, you reaffirm they made a good purchase. Number two, you introduce the next problem they may face by letting them know other people like them that have bought this course run into the same problem. Then you give them the solution to that problem and you give them a special one time discount for being a new customer. That’s it. Again, you can get crazy detailed with this stuff. You can get into the weeds, which is fine. But that’s the core. Those four things are the core to any high converting up sale that we have ever put together. The best news is is it converts and it leaves your customers with a good taste in their mouth because you’re actually trying to solve their next problem. You’re not just trying to pitch them the next thing. It’s like the worst thing you can do is give them more of what they just bought or solve the problem that they already think is solved. So the worst case scenario would be, “Hey, here’s your six pack and I’m going to show you how to get an even bigger six pack.” That’s not the way to do it.
So I hope that helped you guys out. Use that four step process in that kind of one simple question to really make pitching any up sale really easy, come off naturally, and not just seem like kind of a slimy sales guy who’s trying to get them to buy something else that they don’t need. So anyway, hope that helps. Again, if you guys want to check out … If you’re interested in up sales or want to know our process and all the details and go into that stuff, check out TheUltimateUpSale.com. We just launched our brand new version of The Ultimate Up Sale course and I think the offers good until Tuesday night at midnight. So check that out and I will talk to you guys a little bit.