3 Simple Upselling Tips You NEED To Start Using Today
Upselling is important for many establishments, including bars, restaurants, and retail stores.
Even spas and hotels try to upsell in order to improve their bottom line.
Nearly everyone involved in retail is going to try to upsell at some point.
However, you have to be careful when you are engaging in this strategy, since if you are too aggressive, it can turn off some customers.
You need to find the perfect balance between upselling and knowing when to back away from the upsell.
Know The Customer
When you are trying to sell, it is always a good idea to learn as much about the customer as possible.
With repeat customers, this tends to be easy, as you learn about them through their repeat business.
However, you can do better than that.
When you are speaking with customers, even first-time customers, you can get a better sense of who they are, what they like, and what they really want.
This can help to give you some more clues as to whether or not there is any potential to upsell to this customer.
Most of the time, you will find that there is always some room to make some suggestions for an upsell.
Show The Benefits And Value
Why should someone choose to buy an item that’s more expensive than the one they already put into their cart?
You have to give someone a very good reason if you want them to make a purchase.
The best way to do that is to show them the benefits that the more expensive product can provide.
What about it makes it better than the item they have in their cart?
You have to know your products so you can show them the benefits that this new item can offer and the features it provides.
Show the customer where the value comes from and why it would be worth the added expense.
As long as you know your products well, you should not have trouble showing the value of these more expensive items.
This does not mean the customers will always see the light and buy the more expensive item, of course.
Never Be Too Aggressive When You Are Upselling
Some customers will appreciate the upsell, especially when you show them the benefits.
However, you never want to get to the point where you are trying too hard to push the upsell.
Customers despise these aggressive tactics, and you can be sure some of them will simply walk out of the store without buying anything.
Show the value and be gentle about offering the upsell – never force it.
The more people practice upselling and the more they know about the services and products they are offering, the easier it will become.
Even when this type of selling seems to be going slowly, keep at it.
Upsells do work.
However, upsells are not the only option available to you when selling. You can also work with add-ons.
The Retail Sales Academy Team