Customers come in to chat, they ask for recommendations, and they loyally purchase again and again. They trust the shopkeeper. They’ve bought there before, they’re comfortable there and they know their payment information is kept safe.
If you’re establishing the same dynamic of trust with your email subscribers, you’re becoming their friendly virtual-neighborhood shop. Once they buy from you, they should be comfortable buying from you again.
That’s where upselling comes in — making more offers to your established customers.