The Premium Upsell

Todd Sampson has a great take on publisher’s reaction to the text-to-speech feature on the new Amazon Kindle. Rather than view this feature as a threat to their existing Books on Tape business line, they should look at Amazon’s electronic distribution of their text as a potential channel for an upsell.

The quality of the voice is crappy.  It’s bearable, and a major improvement, but it’s still crappy.  It simply can’t compete with the quality of a professionally recorded audio book.

Ever the optimist, Todd challenges the book industry to charge extra to sell electronic versions of their books bundled with higher quality audio versions of their books as an alternative to the robot voice. Be confident of the quality of your goods and your true fans will support you. More simply, hold your chin up and stop whining if you want to run with the cool crowd.

Nine Inch Nails Ultra Deluxe

The band Phish has mastered the premium upsell on their site, livephish.com. In the tradition of all jambands, Phish allows their fans to tape their live concerts. They sell specially marked tickets for the tapers (as they are quaintly called) giving them access to a special section set up for them behind the soundboard where the sound is best. Despite the existence of high-quality audience recordings that are traded in a vibrant online trading ecosystem, Phish make available soundboard quality, non-DRM recordings of their concerts on their website as well.

The band is confident that their hardcore fans will spend extra to download high-quality FLAC recordings that come complete with pdf files of cover artwork formated to fit within the standard CD case. At a certain age, the $12.95 per show is easily worth it, especially if you went to that concert and want a memento of the evening. The Phish backoffice gets that too and now that they are back on tour, your online ticket purchase comes with a link to pre-purchase a recording of the show at a 15% discount. It’s like a futures bet on the quality of your evening.

Nine Inch Nails also understands the premium upsell. They are sold out of their $300 Ultra Deluxe Limited Edition version of their album Ghosts, an album that was available free for the download.

Then there’s Josh Freese who has taken the premium upsell and turned it into an artform for his album, Since 1972

$75,000 (limited edition of 1)
* Signed CD/DVD and digital download
* T-shirt
* Go on tour with Josh for a few days
* Have Josh write, record and release a 5-song EP
about you and your life story
* Take home any of his drum sets (only one, but
you can choose which one)
* Take shrooms and cruise Hollywood in Danny from
Tool’s Lamborghini OR play quarters and then hop on
the Ouija board for a while
* Josh will join your band for a month … play shows,
record, party with groupies, etc.
* If you don’t have a band he’ll be your personal
assistant for a month (4-day work weeks, 10 am to 4 pm)
* Take a limo down to Tijuana and he’ll show you how
it’s done (what that means exactly we can’t legally
get into here)
* If you don’t live in Southern California (but are a
U.S. resident) he’ll come to you and be your personal
assistant/cabana boy for 2 weeks
* Take a flying trapeze lesson with Josh and Robin
from NIN, go back to Robins place afterwards and his
wife will make you raw lasagna

For a more detailed and way more informed view into the premium upsell (complete with graphs!) check out Strauss on Crystal Ball for Studio Execs or WWJD?

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