Almost without exception, direct response television marketers will make consumers a special offer when they call to order the original product. Some offer the consumer a discount on additional items purchased, while others offer a savings on an attachment or related product.

Consider one client who sold Pepper Spray on TV. When customers called they were offered a discount on additional keychain Pepper Sprays. After which, they were offered a refill canister for an additional $9.95 telling them how important it was for them to regularly refill and test their pepper spray unit. The end result was that the average sale generated multiple orders and nearly 60% of those who ordered purchased the additional refill canister. This client made more on the upsales than the original offer itself!

(reproduced with authorization)

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