Howdy Fellow Business Consultant. I’m sure you know about the psychological trigger that make upsells so utterly effective.
In fact, so reliable is that trigger, McDonalds – probably the world’s most profitable hamburger chain – actually owes their profitability to the sheer power and reliability of upsells.
You see, when you order a burger, the profit from that only covers their overheads. But, when the clerk asks you if you want fries and a coke as well, and you say “Yes” – that puts them into profit.