Section 3. Upsail offers. Do you want fries with that? McDonald's famous upsell.

With an attraction offer in place, you've got customers and cash. If we did a good job, we've turned a profit too.

Nice. Now we want to maximize 30-day profits. So what do we do? Answer, make more money.

To do that, we make upsell offers, and when it comes down to it, upsells just means whatever we offer

next. How upsells work. When an offer solves a problem, another appears. You upsell the

solution of the problem your offer reveals. So every offer opens the door to an upsell, even upsells.

Often, upsells make the majority of the profit. They make or break a money model. Let me show you how much.

Let's say a burger shop makes 25 cents in profit on a $2 burger. If it was the only offer they had, they'd have to sell 10,000 burgers a day to cover costs and barely eke out a living. Good luck. But they have more offers beyond just the burger. They ask, do you want fries with that? If the person says yes, they profit another 75 cents, and then ask, do you want to make it a meal, which adds a drink? If someone says yes, they profit an extra, $1.75. Their profit goes from $25 to $2, and $8 increase. And on top of that, they offer a third upsell. Do you want to supersize your meal for just a buck more? This takes profit from

a measly 25 cents to a massive $3 and 11.6x increase. And now, this little burger place

actually has a chance of succeeding. I show this basic and common example to point one thing.

Your first offer doesn't always have to make a profit. In other words, the thing you sell the most isn't always the thing you make the most profit on. You make it on the second, third, and in the case of the burger business, fourth offers and beyond. If McDonald's didn't upsell fries and soda, there wouldn't be a McDonald's. If you want to win, you have to figure out your version of, do you want fries with that? If you don't, others will. Upsails fail when, you offer something they don't want, too different or doesn't solve their problem. You're offered at the wrong time before they've experienced the problem. You offer it the wrong way, they don't believe you, or a combination of all three. In summary, offers tend to offer more of what they just got. Think quantity. Why have

one burger when you could have two? Better versions of it. Think quality. Why have mystery meat

when you could have sirloin? New or complementary stuff. Think different. Do you want fries in a soda with

that? I use four simple and brutally effective upsell offers. The classic upsell, menu upsells, anchor upsells,

and rollover upsells. And with just a few tweaks, you can fit them into your business today.

Warning, this section is brutally effective and must be used ethically. That being said, let's make some money.

Free gift. Upsil offers, no opt-in. If you want to make more profit per customer, you got to sell more stuff. Knowing the right time, way, and stuff to sell is key. I've learned my fair share of lessons doing it the wrong way. I hope I can help you avoid those mistakes and get it done right the first time. I made you an additional training on this chapter. You can watch for free at acquisition.com, forward slash training, money the classic upsell you can't have x without why he was a premier fur coat

dealer a fourth generation business savant and a childhood mentor of mine we sat down to ketchup in a

swanky restaurant across from his shop within a minute of ordering our salmon appeared

what do you think the salmon cost the restaurant three? Maybe a few extra pennies for the garnish. And look at the menu. They're charging 32 bucks. Unbelievable. But we pay it. He took his first bite and chuckled to himself, then continued. So I heard you got into the game. Good for you. Never would have guessed when you worked at the shop. You were kind of awkward.

What can I say? Brushing 7,000 fur coats in a row melted my brain. I chuckled. You still making a killing on that? A sheepish grin appeared. Yeah, and that's not even the best part. My son came up with

something genius. His son would be the fifth generation owner. Tell me about it, I asked. We advertise free earmuffs with coat storage and get this. When customers come in to get their muffs and store their coats, he says, great, and we'll store those as well for $30. You don't want to store anything else, do you? And of course, they say no. Wait a second. So you get them to pay for additional storage for free earmuffs by getting them to say no to another upsell.

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