Online selling psychology: The upsell

[gabrielcrowe]

I'm researching upselling strategies, across various carts, and systems. The ultimate goal of course, is something pluggable, that can help other people. Using Actinic

At the moment, i'm looking into the grand master of upselling, Amazon.

Here, is a great page, listing some of the more interesting upsells, that they do with their platform. I know that Actinic only has a few upselling options, but i'd like people to list sites with smart upsell 'techniques' that have either impressed you, or even better, actually made you buy something.

Also, I'd love for anyone who has evvefively cracked upselling in actinic, to let us know what changes you made to the existing marketing elements. I understand that you may not want to talk about this publicly, but its worth a shot.

[leehack]

The worst part of an actinic upsell is the navigation away from the main product so you can add it and then wanting to get back to where you were of course, possibly to add another related item. This is a serious flaw, but one Normski has cracked with a popup upsell for related products. It is a must to stay on the product where you currently are while both looking and buying a related item IMO.

[NormanRouxel]

I've already done a "Related Products Upsell". This turns the usual product page list of related products into mini product images with name and price. Clicking anything opens a popup page with full product details and an Add to Cart button.

Screenshot attached.

[george]

I'd suggest to look at the different buying needs.


Purchase One: You want to buy a particular mug. You know what you want, and thats it. When doing so, you'd hate any kind of hindrance when checking out, including having to create an account to buy (with the knowledge that a minimum 150 or so emails will follow in the next few months), and this includes closing any pop up windows.

Purchase Two: You want to buy a particular mug, and `something else`. This is where Amazon kicks in. Stuff listed down the sides of the webpage, associated stuff along the botton, and even reviews for uncertain buyers. The point here, in my humble, is that the info is there, but it does not add unnecessary foreplay to the act of Purchase One.

More to follow.

[RuralWeb]

FREE Chocolates - works every christmas

[fergusw]

I've already done a "Related Products Upsell". This turns the usual product page list of related products into mini product images with name and price. Clicking anything opens a popup page with full product details and an Add to Cart button.

Screenshot attached.

Norman,
could this solution not be extended utilising AJAX to allow a styled "lightbox-like" interface on the actual product page, rather than a separate popup page?
I remember we dallied with pulling the ext info page into the product page dymanically using AJAX
(rough example here - http://www.teclan.com/AJAX/acatalog/Books.html)

[RuralWeb]

Ive been playing with codepaths review plugin that I plan to use on a few sites and its well worth a look

[NormanRouxel]

could this solution not be extended utilising AJAX to allow a styled "lightbox-like" interface on the actual product page, rather than a separate popup page?

Sure, you could use it that way because Lightbox pages aren't really that different from popups.

I've also done a variant of my Related Products Upsell, intended for use with multiple product per page, that extracts the related products from each individual product and displays them all together in a right-hand sidebar. Again this could put them into a Lightbox list if required.

[gabrielcrowe]

really, its a case of complex hits, conversions and actual sales.

something i'v found, is that its possible, after you've mastered your googles and your adverts to the point where you are getting the visitors, its the ability for a webmaster to push the envelope, with a site that inspires customers to spend more money.

since a conversion is still a conversion regardless of the amount of products sold, it makes sense that some website psychology be used to coax those extra sale out of a customer.

i previously referenced amazon, bu i notice another company doing a very good job of bombarding their customers with upsells, and that vistaprint.

they'd sell you the kitchen sink, if they could print your logo on it.

[Darren B]

and that vistaprint.

they'd sell you the kitchen sink, if they could print your logo on it.

and take £9.95 out of your bank every month if you unsuspectingly sign up for the free offers

Ive been playing with codepaths review plugin that I plan to use on a few sites and its well worth a look

Mal is this an easy intergration? and im guessing you think its a definately worth the wonga

[RuralWeb]

Mal is this an easy intergration? and im guessing you think its a definately worth the wonga

Its pretty stright forward and andy at codepath is always there to help - there is a 30 day trial so its well worth giving a go. I like the way its all done through a central control panel keeping them all manageable.

Im planning to add it to five sites

[leehack]

I have it on a couple of sites, site owners swear by it, worst thing is offsite content, apart from that great.

[RuralWeb]

worst thing is offsite content

That was certainly a problem BUT things have changed and it now feeds content directly into the product page before upload so its all onsite

[RuralWeb]

Demo here ......

[leehack]

Excellent, when did that change, it has been a good few months since i last saw it. Now it's ever better.