Why More for Less Makes People Buy, and How You Can Use it to Increase Sales in Your Small Business…

A while back I was visiting my family in Atlanta. I walked into my sister’s normally pretty cute house to find it crammed with a brand new set of leather furniture. And when I say crammed, I mean it.Clearly, there was at least one more piece of furniture in the set than fit in her living room.

After complimenting her on the nice new furniture, I couldn’t help but ask “So, what’s the deal? Why did you get so many pieces when they don’t quite all fit your space?”

And you know what she said, in a voice filled with conviction and the pride of someone who got a great deal??? “It was way cheaper to get the whole set than to just buy the pieces I wanted!”

Now, here’s the thing…

Originally, all she wanted was a couch and chair. But, for just $300 more she got the couch, the chair, and a loveseat.

A screaming deal on the loveseat to be sure. And when you divide out the cost, it absolutely made the couch and chair less expensive.

The only problem was that she didn’t want or need that loveseat. So she actually paid $300 extra to get what she originally wanted—plus something she didn’t need.

In reality, the only way this would actually have been a better deal, and saved her money, was if she sold the extra loveseat for more than $300.

This would be a piece of cake for her to do on Craigslist…Especially since my sister runs an eBay business already. But I doubt she ever will. Because that loveseat is now a badge of pride that shows off her money-saving, deal-getting acumen to the world.

The thing is…Most people would do the exact same thing. Because everyone likes to get more for less. We almost can’t resist the upsell.

Of course, sometimes you’re getting something extra you really do want. In which case you should be thrilled and jump on the offer.

I often take advantage of those upsell deals on Amazon. You know…The ones where they offer you a second book along with the one you’re looking at for a special price—if you buy both together now.

Often, the second book is one I’d been thinking about buying anyway. So what the heck?!? It’s a good deal I’m happy to take.

You can use this same marketing tactic in your own small business—even if you’re selling services instead of products.

All you have to do is think about what else people often buy after they purchase one product or service from you. For example, a spa might add a brow wax on to a facial for a total discount in price.

A chiropractor could add a discount massage onto a visit at 20% off, if the patient books it when they book their regular appointment.

You could even offer multiples of the same service in a discount package (IE: Buy 3 and save!!).

As long as you aren’t losing money on the deal it’s a win-win for everyone. And, especially in the case of the last example, can even keep people coming back for more.

Do you often take advantage of the upsell when it’s offered, and if so do you feel like you’ve gotten a better deal?

Have you ever suffered from “buyers remorse” after?

Do you use this technique in your own business? If so, how has it worked out for you?

Share your thoughts and experiences by posting a comment below.

[tags] Why More for Less Makes People Buy, and How You Can Use it to Increase Sales in Your Small Business, more for less, more for less makes people buy, increase sales in your small business, small business, marketing [/tags]