Maximizing AdSense Revenues Via Up-Selling
By Dave Lavinsky

If you go into any Blockbuster Video store, you quickly notice the company's use of a classic marketing technique - up-selling correlated products.

This technique is highly effective at maximizing Blockbuster's revenue and profit per customer. Moreover, this same technique can be applied to websites using Google's AdSense program.

Up-selling is defined as selling additional, often higher priced, products and services to current customers. Ideally, the upsold products are correlated to the initial products - that is, they fill the same, or similar customer need that the first product did. Blockbuster up-sells its rental customers by offering them new and previously owned videos for sale. It also groups videos and posts signs saying "if you liked this video, you'll like this video" spurring rentals of the new video.