Regardless of all the different traffic techniques in the world, even with proven sales copy and conversion methods in place, even with years of studying and applying various direct and indirect marketing approaches, the one thing that can bring in the most money to your business is the ability to upsell each individual customer on an additional item they did NOT intend to originally purchase.

If you are unfamiliar with the term "upsell," here is an example from one of the world's most famous companies to illustrate this point:

When people walk into the fast-food giant, McDonalds, to order a simple hamburger or a Vanilla shake, without fail they are presented with the phrase that has helped this company dominate the fast-food market: "Would you like fries with that?" Other fast food outlets will ask you, "Would you like a drink or an apple pie with your meal?" This is another very effective example of an upsell.

These fast food giants sell millions of dollars worth of extra food and drinks worldwide every year because they know how to effectively use an upsell. Now you may be saying that that is all well and good for McDonalds, but I am in a totally different business.

Upsell for internet marketing success

Upselling your customers is simply providing the next logical solution to your customer's next logical need. It's your job to always create that next logical need and continually sell and sell. There's always one more thing to sell.

One of the major mistakes made by small businesses is that they believe once their business has provided a product to the customer, that's the end of the process. This could not be further from the truth.

Every sale needs another sale because every need that's satisfied will create still another need sometime in the future. The conclusion you should draw is that you need to create the upsell and continue creating upsells as a never ending logical step in the launching of an effective marketing mission.

You may not have any product or service to sell as an upsell. Well, develop one!

Even if you don't produce the product or service, someone else does and that someone else will gladly pay you to allow them to have access to your client base so they can upsell your customers. There's always something else to sell them.

The practical implications to upselling will most likely result in forming joint venture relationships. Businesses today operate differently than before.

Another good example can be seen in mail-order flowers. On average, there's actually 6-10 days from the cutting of a flower before a customer receives it and puts it in a vase in his/her home, whether as a gift or simply to brighten up his/her home. The lag time is caused by the traditional distribution system of wholesalers, distributors, and retailers. A real entrepreneur, who worked literally for years on an idea for flower delivery in up to 9 days, created a direct from the grower to the customer via Federal Express. Today, that generates $10,000,000 in sales. What was the entrepreneur's product? It was an idea worth $10,000,000.

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