Short answer: Cross-sell

How? 👇

1. You walk into a salon & ask for a quick haircut.

2. Halfway through the haircut, the stylist points out black spots.

3. First pitch from her: You should do a "De-tan"

4. The haircut & "De-tan" gets over.

5. You get a complimentary hair massage.

6. Halfway through massage, you get a body massage pitch.

Boom!

Your initial $5 salon visit is now $70-100.

Insight

1. Understand the user

Here for a quick haircut.

2. Identify the problem

Point out a problem (skin tan)

3. Provide a solution

De-tan therapy

4. Make them win

Give a complimentary head massage

5. Create perceived value for the upselling product

The free head massage was the trial to create a perceived value for full body massage.

Upselling is just not about selling, it's about

1. Whom are you selling to?

2. Why are you selling?

3. When are you selling?

4. How are you selling?