3 Steps to Success: Direct Response Marketing and the Up-Sell

There’s more than one way to motivate your existing customers to buy more or spend more, either at the point of purchase or after the sale. Usually, sales and marketing folks employ the cross-sell or the up-sell; those with the greatest success know when, how, and with whom to use each technique.

Cross-sell vs. Up-sell
Straightaway, let’s get our terms straight. Cross-sell and up-sell aren’t the same thing, as we explain in our simple example from The Art and Science of the Direct Response Marketing Cross-Sell: Instead of suggesting to a fast food customer that fries would go excellently with their cheeseburger (a cross-sell), you entice them with an upgrade to a double cheeseburger (up-sell).

Put another way, a cross-sell encourages existing customers to purchase a complementary or related product or service, while an upsell promotes the purchase of a higher-end offering (i.e. a more expensive model or one with more “bells and whistles”).Read more