Hot Tub Vacation Package -> Hotel Upgrade + Additional Activities   The idea is to create higher priced-upgrade packages that are offered at a discount of what they would normally cost.   As with bumps, your up-sell strategy should be preplanned by developing up-sell scripts and creating incentives for your salespeople to close the up-sell offer. Put some thought to your incentive program because without it, your up-sell program will fail.   Other Ways to Offer Up-sells   There a many ways to offer up-sells other than in person. A tricky way to offer an up-sell on your website is to send your visitor to an up-sell webpage after they have clicked on the "Buy" link. On this page you can place a short sales letter upgrading them to the premium version of what youre selling or simply selling an additional but complimentary product.   If youre using direct mail you can put an up-sell offer in a second envelope that goes inside the main envelope. This creates intrigue and separates the main offer from the up- sell offer.   Every time someone buys from you, why not include a sell sheet or catalog inside the product package that you are sending to your customer? This allows your customer to look over and purchase even more products from you. If theyve bought from you once they are likely to do it again.   Once your prospect has purchased from you, put them on a scheduled follow up direct mail program that triggers a direct mail letter to be sent at preset time intervals. So lets suppose your customer purchased a lawnmower from you. After the purchase they will get an offer for an additional bag one week after the sale, an engine cleaner the second week, a mower cover the third week - you get the idea.   The Art and Science of Effective Cross-selling   Cross-selling is similar to up-selling; however, it happens over a longer period of time. Another word for cross-selling is "back-end selling." If youve ever heard of the term "back-end," then you already know about cross-selling.   Usually cross-selling to your customer comes after you have established a relationship with them over a period of time and they have purchased one or several products from you already.   To set up your cross-selling system you should start by developing a cross-selling list. This will be a one-to-many list, which identifies all the products you carry that compliment (or that someone would be interested in) one product. Once that list is done