Up-selling is a natural thing for email campaigns. The reason behind building a strong relationship with your customers is to up-sell them ad-ons or more expensive products or services later on. Getting the customer’s attention with any email marketing requires great content, strong headlines, and a professional email template.

Below are five effective tips to use email to boost your up-selling campaign.

1. Identify your customers’ purchasing behaviors

Before you even start up-selling your customers, conduct an analysis of their previous purchases. Understanding how and what customers buy helps you achieve your goal to make a sale. Create a map of your natural product progression. One key thing to do is to track your customers’ past purchases and personalize your message to include special deals. You may also offer more advanced follow-on products that are related to their previous purchases, which will surely attract their buying attention.

2. Pay attention to those who didn’t purchase your product

Sending follow up emails to customers who visited your site, put items in their cart, or went through partial of the checkout process and then stopped are those people that needs to be retargeted. You may be able to convince them back in by composing a well-crafted message reminding them to complete the purchase this time.

The main goal here is to make them to take action since you’ve already prequalified their interest. Most retargeting experts recommend a series of messages. The first should be a simple reminder. Next, you can send another message in the next 24-hours with a discount offer. Financial incentives may get your prospects to take action.

3. Provide a special offer with an invoice

Another logical time for an up-sell is emailing your customers invoices. Providing a special offer, along with an invoice, is an effective marketing strategy. And since customers are likely to review this email for tracking purposes, don’t waste the opportunity.

You may want to include a customized message on the invoice, along with any offers or incentives for future purposes. A lot of customers will make a second purchase if your special offer is convincing, a great deal, or related to their interests.

4. Use strong copy

A strong copy captures readers’ attention and guides them toward your calls to action. Customize your messages according to your prospects’ major concerns and problems. See to it that you’re using active, direct language and calls to action. Stay away from industry-specific jargon and overused terminologies in your message.

Keep in mind that you only have a few seconds to capture your customers’ attention, so be sure to make your copy worthwhile.

5. Avoid being pushy

Know when to stop with your up-selling efforts. Making too much aggressive marketing will cause you to lose email subscribers and customers. For instance, you noticed a customer that had an abandoned shopping cart. If sending a retargeting series didn’t convince the customer to complete his purchase, don’t try to push them further.

They may have purchased from the competition or have rethought their decision to buy. Instead, use your customer information to create a funnel that will further help you determine what to offer to them in the future, basing on their past buying habits.

Your up-sell focused email marketing campaigns must take customer behavior into account. Personalize your marketing messages based on buyer behavior, use strong calls to action, and know when to stop sending emails about certain products. These simple tips will guide you make a more effective and successful email marketing campaign.

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This entry was posted by Staff Writer on Tuesday, December 16, 2014 at 10:11:42 PM and is filed under Small-Medium Business.

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