April 11, 2008

Marketing Upsell: An Old Technique With A New Name

It's been around for as long as salespeople have but now it has a new name: upsell. It works on this principle. If someone has bought one thing from you it is fair to suppose they are open to buying something else from you right away. Think of buying a Big Mac burger. No sooner do you order one then you are being asked if you want fries with that. If you accept this suggestion then according to the latest marketing jargon you have just been upsold.