Upselling is adding value to a sale by either selling another product or service or a more expensive product.
Fast food outlets do this very well: “Do you want fries with that?” and you think, “why not”, and the up-sell is done!
It’s about giving customers ideas of what else they can buy. Upselling is a great way to increase revenue, yet many businesses don’t do it. Whether you are a tourism operator (sell them a full day trip instead of a half day, an extra night, a combo or a package), a retailer or a builder, there are always opportunities to up-sell.
Up-selling is relatively easy as the customer is already buying your product. All you have to do is to convince them to buy more.
There are also ways to up-sell if you are selling a product online. You might have seen on online shopping sites such as amazon.com : ‘customers that bought this product also bought that product’: ‘if you buy two or more products, you get free shipping’.
Here are 5 upselling tips:
- Identify upselling opportunities
- Offer a matching or complementary product
- Sign customers up for a loyalty programme
- Train your staff the essential up-selling skills and opportunities
- Implement the upselling strategies in your business
Till next week, Marijke
Marijke Dunselman. Click here to read more about us!