7 Ways to Break Your Love Affair With Order Bumps and Upsells

NEWS FLASH! Most of what we buy comes with a built-in bump or upsell. It’s so common we don’t even realize it’s there. As consumers, we’ve been conditioned to accept these additional purchases.

Bumps are designed to enhance and compliment the purchase we’ve just made. Hence, the idea that we can’t possibly have one without the other is effectively planted in our minds by this common marketing process.

Bump scenarios

Not sure if this is true? Let’s test to make sure. Consider these buying scenarios.

• You’ve just ordered a cup of coffee at your favorite coffee shop. The salesperson asks, “Would you like a croissant or fresh baked cinnamon roll with that?” Your answer is…
• You’ve just purchased a top-of-the-line cell phone. The salesperson asks, “Would you like to purchase the extended warranty with that?” Your answer is…
• You’ve just ordered your favorite deluxe burger. The salesperson asks, “Would you like fries or a drink with that and would you like to supersize your order?” Your answer is…

Chances are you didn’t initially plan on ordering those extra items. But how many times do you do it anyway? Be honest! Don’t we all fall into this marketing trap over and over again?

Another really ingenious bump and upsell tactic are the similar or complementary items that come up on the online checkout page when ordering. You know the one. Other customers also ordered this when purchasing this item.

You’ve done that too, right! Don’t feel bad — so have I!

Why do we fall for bumps and upsells

I’m not sure why, but most of us like things that come in sets, combos, and add-ons.

It might be the psychology of completeness that hooks us.

Or it could be the solution factor. Let’s consider another purchase example.

You’ve just purchased a new power drill that comes with a few standard bits. The salesperson directs your attention to the display of a deluxe bit collection, that in their words, will cover any possible need that might arise in the future.

Up pops the solution factor. Mind you — before this was presented, you weren’t aware you might have a future problem or need — but now you do. The salesperson has just solved your possible problem and added to their sales quota. Did you buy it?

7 Ways to break our love affair with order bumps and upsells

• Take the time to examine your purchases over the past year where you’ve bought bumps and upsell items. Now, honestly examine whether you really needed those items.
• Analyze your buying habits by categorizing your bump and upsell purchases into two categories — planned purchase or impulse buy. Learning to understand your purchasing mentality is the beginning of breaking free from the bump and upsell trap.
• Examine bump and upsell tactics from the seller's viewpoint. It has nothing to do with their humanitarian policies. It is entirely formulated and executed to increase sales. The bottom line is their profit margin — not the quality of your life.
• Good salespeople know the language of selling. They know what words trigger your buying response. Something that fills a perceived need, adds a factor of convenience, or solves a problem before it appears will do that every time. Learn to interpret the language!
• Knowledge is protection! Bump and upsells are inevitable. You know they’re coming so prepare in advance to successfully dodge the offers.
• Know what you want before you shop. Stick to your budget or list. If a bump or upsell item seems valuable, give yourself time to think about the actual worth of the item. You can always buy the bump item at a later time if you wish.
• Don’t be an emotional buyer. Don’t fall in love with products at first sight. Don’t feel guilty because you said no and now the salesperson looks sad. Leave your emotions at home — don’t carry them in your wallet.

“No” is a complete sentence

It’s a two-letter word, but do you understand it’s meaning. NO is a decision, choice, and mindset. If used properly, it can reduce stress, commercial persuasion, and the accumulation of unneeded purchases.

Bottom Line

“NO” can stop the bump and upsells that are causing you wallet leakage.