If you are in the business of sending files—big files—over the Internet, then most likely you have heard about YouSendIt. Its site, yousendit.com, has been so successful that many people I know use their services.

If you are in a similar online business, then you need to learn from YouSendIt and find out how they convert their visitors into customers.

The first step was to add promotional elements when people sent files. “We used to do zero promotion as you sent a file,” says Koon. “Now at a critical moment, like you’re trying to attach a second file, we’ll say a multi-file [transmission] is a premium service and click here to upgrade.”

Lesson 1: Hit people up for paid conversion when they need a service you charge for.

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