Practical Sales Training™ > How To Convert > The With Purchase Effect
What is it?
The With-Purchase Effect is all about further promotion once a buyer has purchased. It’s the additional promotional material and offers made once somebody has bought.
Why does it work?
It works because people that buy are more likely to buy again or buy more. If you have just bought a toy you might want batteries, if you’ve bought a magazine on health then a leaflet about supplements makes sense. Offering logical upsells after a purchase has been made can encourage further revenue.
How can you use it?
If you ship physical products, include leaflets, vouchers and offers with the purchase.
If you sell intangible products/services, include offers and codes on email when you have confirmed the client’s order has been placed.
Hypothetical Example:
A skincare brand notices that customers who buy a facial cleanser often purchase a matching moisturiser later. To increase revenue, they include a voucher for 20% off the moisturiser in the package with every cleanser order.
Additionally, the order confirmation email reads:
“Thanks for your purchase! Your cleanser works even better when paired with our hydrating moisturiser. Use code FRESH20 within the next 7 days to save 20%.”
Because the customer has just bought (and is already in “buying mode”), this logical upsell feels natural and often results in immediate repeat purchases.
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