The Power of The Immediate Telephone Upsell

In terms of profit improvement, there may be no greater point of leverage than the immediate telephone upsell, because there is virtually no cost of sale. One survey I saw recently indicates that the overall odds of selling to a new customer are 16-1, but of selling to an existent customer just 2-1. I think those odds get even better when the 2nd sale is made immediately behind the first. Our experience in DRTV and catalog houses indicates that 20%+ of all purchasers will say yes to an upsell offer.
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