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
Did you know that women influence 90% of all travel decisions - and close to 90% of all consumer buying decisions as well? (the guys reading this will probably nod…)
Girls like to shop, that’s no secret. We also think differently than men and make buying decisions in different ways men do.
A few things to keep in mind when you work on your website content, social media, put together brochures or any other marketing for your business:
Is your marketing meeting these needs? Does your website provide enough detailed information? Does it encourage your customers to communicate with you? Does it say anything about the people working in the business?
If you keep women in mind in marketing your business, more will buy or book your product and your business will grow!
NOTE: registrations are now open for the 2016 Marketing for Success Programme. Click here for more info! Limited spaces!
Till next week, Marijke
I was just reading Destination Queenstown’s newsletter and see that several tourism businesses are having their annual locals’ day.
What a great community and marketing initiative! They offer their tourism activity at a heavily reduced rate, and often the money goes to a charity.
Why have a locals' day? Well, it's a great initiative that achieves the following:
Till next week!
About five years ago, I bought a state of the art Epson projector. I bought it online and I must say I can’t even remember the name of the online shop.
The projector is still great and working fabulously. Twice a year, I get an email from Linda, their sales person. She asks me if the projector is still working ok, and if there is anything else I need such as a replacement lamp.
When she emailed me a couple of weeks ago, I asked her how much such a lamp is and they are not cheap ($ 570!). I said I would think about it as I was very busy and TRENZ was coming up. I then filed away her email.
Today, Linda sent me another email, following up on my interest in the replacement lamp. I know I should buy one as a backup but I probably wouldn’t have done it right now if she hadn’t emailed me.
As Linda has provided me with such good service all these years, I will be buying the lamp off her.
If she hadn’t sent me these emails, there is no way I would have bought the lamp of this anonymous-online-shop- that-I-can’t- even-remember-the-name-of.
So, the moral of the story is: keep in touch with your previous customers! There is a good chance they will be buying from you again!
Have a great week!
In a week's time, I am off to TRENZ, New Zealand's largest tourism tradeshow. Even though it's the 15th time I am attending it, I always try to improve what I do.
At TRENZ, I will be meeting with 50 tourism from all over the world. They are meeting with 50 different tourism businesses. So, it's important to stand out - to provide them with information that they will remember.
Here are three elements of getting people to remember what you say. (Of course this applies to all presentations!)
Till next week! Have a great weekend, Marijke
Marijke Dunselman. Click here to read more about us!