Everyone hates “junk fees.”
But not all fees are junk.
Some actually serve customers and grow profit at the same time.
In Your Business Growth Playbook, I teach that add-ons are among the fastest profit levers – often without acquiring a single new customer. But not all upsells are created equal.
Junk = forced, hidden, non-transparent (seat “selection” fees, resort fees, mystery surcharges).
Service = optional, clear, value-based (pay to save time, not to avoid a penalty).
Think Amazon’s “Get it tomorrow”: it’s a voluntary expedite. It doesn’t punish – it empowers.
An eCommerce founder added “Rush Processing” (+$25) as an optional add-on. About 12% of buyers chose it.
Same product, same promise for standard orders; rush buyers simply got speed.
Net effect: ~+7% to bottom line – no gimmicks, just aligned value.
How services can mirror this:
- Consultants → Fast-Track onboarding
- Designers → Next-Day delivery (for eligible scopes)
- Coaches → Priority review (guaranteed turnaround)
Customers who value time pay gladly. Those who don’t aren’t penalized.
Ethical upselling – quick checklist
- Transparent choice: Plain-English label (“Rush Processing – ships in 24 hours”).
- Real SLA: Promise a specific timeline – and meet it.
- Capacity caps: Offer only what you can fulfill without hurting standard service.
- No dark patterns: Default is off; price + benefit visible upfront.
- Fair baseline: Standard tier remains complete and reasonable.
- Review monthly: Track selection rate, on-time delivery, NPS/CSAT, refund/chargeback rates.
🧠 In Summary
“Junk fees” take without giving. Expedite fees give choice – and create profit. Your customers don’t mind paying for value; they mind paying for nonsense.
Do you offer a way for customers to skip the line, or is everyone waiting equally?