You might ask, "What is a follow on sale?" A follow on sale is
the sale of any product or service that comes as a direct result
of a previous sale. An example of this type of sale would be
selling an upgrade to a an existing software product
As we have discussed in other articles, there are companies out
there making much more money from follow on sales than from
original sales. We have also discussed some specific strategies
for increasing your follow on sales, strategies such as:
mentioning your complimentary products on the thank you page
that should follow your order page, giveaways, free training
courses, e-zine subscriptions, and mailing lists.
All of the strategies mentioned above are excellent ways to
increase your follow on sales but they are not the only
techniques you should be employing. I have also found the
following methods to be very successful.
1. If you ship a physical product, include sales and order
information for your complimentary products. At minimum
include a picture (preferably full color) of your product
and a URL that the customer may visit to get information or
order the product. A toll free number is a great item to
include here. Also include a postcard for the customer who
does not have ready access to the Internet.
2. If your product is electronic, like software or an e-book,
include an ad for your additional products. This option
should be used with caution, people do not like to be nagged
by products they paid for. Have the ad come up only the
first time the product is used or have a disable button on
the pop up.
3. Establish a "private" area of your web site and grant
access, for free, to any customer purchasing your products.
In the unique content of this "private" area you have the
opportunity to do some follow on selling.
4. Consider gathering more information on

Tony L. Callahan is president of his own Internet marketing
company, Link-Promote < http://www.link-promote.com >. He also
publishes Web-Links Monthly, a newsletter full of tips, tricks,
tools and techniques for successful web site promotions. To
subscribe, send e-mail to: < Web-Links-subscribe@topica.com >.