At this point in the value journey, you’ve already put some time, energy and money into getting your customers. You also made sure that customers who buy from you get excellent value & service. Still, you may not be profitable at this point; bringing in customers is simply the hardest step. At this stage, your customers are really ready to make multiple purchases. Here we use the so-called “upselling,” giving the customer suggestions to purchase more expensive products.

Example

A month after your customer’s first purchase, send an email with some new suggestions. These can be products that go well with the purchased product, on a more expensive version of the purchased service, with exclusive benefits.