Launch Tree – What’s Right With the Upsell?

Launch Tree is being hyped a lot right now – just like any other product launch. Maybe this makes you tune out! But even if you decide to give Launch Tree a miss, there’s no harm in looking at some of its valuable insights into how to build your business. Because these insights come from some of the most phenomenally successful marketers on the planet.

The idea behind Launch Tree is that building your business is like growing a tree. It has to start from the root upwards – and the root of your business is understanding your customer’s mind. Once you lose sight of this, your business won’t flourish – or won’t even work at all. This means, forget about selling your product to the customers. Yes – forget about selling your product to the customers! Why? Because customers don’t like being sold to. We all switch off when we realize someone is selling something to us. It has to be your customer who makes the decision to buy.

Once you’ve grasped this it can help you with the concept of upselling. This is one of the big ideas of Launch Tree. Only they don’t call it upselling, they call it “customizing”. So what is it about?

Upselling or customizing means increasing your customers’ happiness and satisfaction by enhancing the value of their original purchase. If you fail to do this, you are losing a lot of the value of your product.
You may have a negative view of upselling because people have tried it on you, and you didn’t like it. If so, they did it the wrong way, and got the timing wrong. There’s a right and wrong way, and a right and wrong time.
Once again – forget selling to your customers. Just understand how their minds work. The time customers are in a mood to add to their original purchases is when they have got exactly what they wanted. This is when you can give them the opportunity to customize their purchase, by adding extras that will make their purchase more exactly suited to their individual needs. But you must ensure that customers feel it is their decision to make these additional purchases. This way they will go away with a positive not a negative feeling – and you will have greatly added to the value of your product.
This means, you have judged when customers are psychologically ready to add to their purchase. If you try to sell them something extra when they are NOT psychologically ready, they will feel you are “selling” to them and you will get a No. That is not only the end of the “growing” process, but the end of your relationship with the customer.
There’s an important principle that Launch Tree is getting at here. This is, that far from objecting to being upsold to, most customers are very happy with it! In fact, you cheat them (and yourself) by NOT upselling! But that is, of course, provided you do it in the right way and get your timing right. And if you do, you are on the way to doubling, trebling or even quadrupling your sales.