Definitions and Glossary Up Sell

One way to increase the value of a customer is to upsell them. Upselling consists of increase the value of purchases of the same product or service from a customer. For example, in insurance you might upsell a customer from a small life insurance value to a higher life insurance value. Alternatively, an internet service provider (ISP) might upsell a client from a small download limit plan to a higher download limit plan.

Upsell strategies are often very successful in increasing customer value because the customer is already purchasing the product, knows and trusts it.