Successful Upselling

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Ask and most ...
will tell you. The key to their ...
... It is one thing to get the sale.
It is far betterto ... that ...
profits come when you get the customer to buy Ask and most businesses will tell you. The key to their successis upselling.
It is one thing to get the sale. It is far betterto super-size that sale.Real profits come when you get the customer to buy a larger, moreexpensive, or more comprehensive product or service.
The guygoing into a pet store to buy a fish is a classic example.When the clerk sees Sam looking at the budget-priced gold fish,she leads him over to the much more impressive tropical fish."As you probably know, you will need a fish tank," she says."These beautiful fish only live in salt water. We have these $75salt water tanks on sale for just $49.95."By the time Sam exits the store, he has purchased much more thanthe twenty cent gold fish he originally came in to get.
He isproudly carrying home several exotic species, a $50 fish tank,fish food, a light, and other accessories. The sale went from atiny twenty cent transaction to nearly $100.
The store'sprofit margin rose right along with it.You Are There To HelpUpselling is easy if you think of your main business as helpingcustomers. Think about the problems your customers come to youwith.
What does it REALLY take to solve their problems?Chances are, your customer needs a lot more than the simpleinexpensive solution they first consider. By grouping togetherseveral different products and services, you can give thecustomer a more advanced package that goes much further towardcreating a satisfying solution.Melissa buys a computer.
Even though she is not thinking ofpurchasing anything more than the computer, a few questions posedby the sales person reveal Melissa will probably need newsoftware to help her achieve the things she wants to do with thecomputer.The computer and new software have a pretty steep learning curve.Melissa will need help from an expert and likely a technician toinstall the network system her needs demand.The computer retailer anticipates Melissa's situation. Many oftheir customers are just like her.
The store offers a "gettingstarted" package with all new computers. It includes severalsoftware choices, instruction sessions, and help withinstallation.
These things are cheap for the store to provide,but greatly increase the value of the purchase.Three Ways To Make Upselling AutomaticHere are three favorite ways to build upselling into anypurchase. Use these and customers will buy two or three timesas much without even thinking about it.
The day I put theseideas to work in my own business, I tripled my income.1. Bundle several related products or services together.
Dropthe price below what the total would be if the customer boughtall the products separately.When a customer inquires about a single item, point out she canget that item PLUS a great deal more by purchasing your bundle.You will find many customers just can't resist the bundlebargain. Announce your new bundle with flair.
It can pull inorders faster than you can fill them, especially if you advertiseheavily to existing and previous customers who already havea good taste for what you offer.2. "It works fine by itself, but it REALLY works when you addTHIS." If your product or service works much better with acomplimenting item, be sure to tell customers about it.It is surprising how many products and services go hand in glove.It's hard to have one without needing the other.Years ago I wrote press releases for $75.
A great many customersbought the release, but never got around to sending it to media.So I started writing AND sending press releases. The $75 pressrelease became a $295 release-and-distribution.
Almost no onebought the press release by itself after that.3. If a little worked, a LOT will work even better.
As soon asyou learn a customer is having success with your product orservice, offer them a good deal on more of it.Sheila's family likes the yellow bars of soap one company sells.When the distributor who services her account hears about this,he offers her a deal on six bars each and every month.This works as well for management consultants as it does for soapsales. If you solve one problem for a company, pitch them onletting you solve three or four more problems for them.
Lateryou can convince them to let you handle all their problem solvingneeds.Successful upselling needs to be at the core of every business orprofessional practice. It can instantly multiply your profits.You might well go from just getting by to living comfortably, andfrom living comfortably to rolling in wealth.As you can see, super-sizing every order has to do more withplanning than with any special selling skill.
Get good atfulfilling a need. Then create packages and strategies that selleven more of your solution to each customer.
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