Stoned snowboarder teaches me the secret behind upsells

Back in 2015, I decided to buy a new snowboard, and while I was at the ski shop I learned a very valuable lesson about upsells.

Here’s the story…

After a 7 year sabatical from snowboarding, I decided to start snowboarding again.

Problem was all my snowboarding gear was the gear I used in highschool.

So it was old.

And beat-up.

So I ventured down to a ski shop in Columbus called Black Sheep with the intent of buying a new board.

I browsed the rack, and found a nice blue Burton board that I liked.

It was the perfect size.

And had the kind of flex that I like.

I was sold immediately.

After I picked out my board, the sales guy was walking me to the register when he decided to show me some of the new bindings that had just come out.

They were pretty sick, and the ones he showed me matched my board perfectly.

He explained to me how these new bindings were lightyears ahead of the ones I had at home.

Which was true.

So I thought about it for a second

“What the hell, I guess I’ll get the bindings too” I said.

After picking up the bindings, he then explained to me how much more comfortable the new boots were compared to the old school boots I had.

“You won’t have to deal with your feet being sore all day in these” he said.

And once I tried them on, I saw what he meant.

They were a LOT more comfortable than my old boots.

So I decided to get the boots as well.

At this point I had a board, boots and bindings.

Much more than I came in the shop looking for.

But my buying spree didn’t end there.

Cause this sales guy was damn good.

By the time I left the shop that day, I bought a board, boots, bindings, pants, jacket, gloves, beanie and even a season pass to the local mountain.

All-in-all, I dropped around $1400 that day.

Wayyyy more money than I was expecting to spend…

But I was happy to do it.

And I got a better deal buying everything at once than I would have somewhere else.

And there’s a valuable lesson for you in this…

In that moment when I was buying damn near everything in the store…. I was a “buyer in heat”.

I was hot.

And I had a snowboarding “itch” that needed scratched.

It’s why I ended up buying boots, hats, pants, gloves and everything else under the sun.

Well guess what?

This same thing happens when people buy something from you as well.

After the initial purchase, they’re in a rare emotional spot where they’re willing to buy a LOT of stuff to make themselves feel better.

If you try selling them that same stuff two weeks later, it will be MUCH harder.

Cause they won’t be in heat anymore.

Which is why it’s so important to sell as much stuff to your customers as you can right away.

Because the “buyer in heat” is a special moment.

And it doesn’t last.

And the odds of you getting that money out of them three weeks later, is NOT good.

This is such a simple idea…

But most people don’t fully understand it.

But the “buyer in heat” is the reason why upsells work so well.

Now, the hard part with upsells is figuring out WHAT to actually sell them…

Cause most people just simply sell whatver product they have laying around.

Big mistake.

And that’s just one of the topics Stefan Georgi and I will be sharing with you tomorrow afternoon on our private Zoom call.

The call will be all about upsells…

Specifically the 3 biggest upsell mistakes that are costing you money.

We’ll break down each one of these mistakes…

And show you how to fix ’em.

So that you can increase your average-order-value by $5, $10, or even $20.

Honestly if you simply implement 1 or 2 things from this call it could easily be worth 6 or 7 figures to your business (depending on the current size of your business).

That’s how powerful the RIGHT upsell is.

So we’ll be covering all that tomorrow on our call at 1 PM ET/10 AM PT.

If you want to join us, and learn all about upsells that convert at a 40-50% conversion rate…