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  • The Art of UpSelling

    Posted November 18, 2015 By in - JPM Jingle, Sales Tips With | Comments Off on The Art of UpSelling

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    The Art of UpSelling.001

    Upselling is just one strategy  you can use to get customers to spend more on their sale than they originally planned.  Unlike cross-selling where that strategy is to sell products that are different and possibly related,  upselling gets customers to upgrade their purchase to a more expensive version of a product that the customer already has (or is buying), or to add add-ons to that product.

    In general terms, Upselling for retail stores is what a super size offer is to McDonalds.

    Here are the steps to successfully UpSelling a customer:

    The Art of UpSelling.002
    Talking to a customer and finding out what she or he is looking to achieve with their purchase can give you information to use for upselling purposes.  If the customer is shopping for a dinner party they are having, you know your upsell opportunity will be more successful with tabletop items and decor vs. artwork.  If a customer is shopping for dinnerware, focus on upselling them the entire set versus just the decorative appetizer plates.  And if it’s a really good customer, you might even consider a discount off of one item which will add more value in the customers mind without eating into your profit much.

    The Art of UpSelling.003

    Look at what the customer is purchasing and make upsell suggestions that are related to what they are purchasing.  If a customer is purchasing taper candles, recommend candlesticks or decorative matches as an upsell.  Suggesting items that will enhance the original item makes it easy for customers to see the value in the upsell suggestion.

    The Art of UpSelling.004
    You can be successful upselling if you make specific recommendations rather than generic ones.   Don’t just throw out the idea of placemats to a customer buying holiday dinnerware, take them over to the placemats and suggest one or two specific styles that would work with the dinnerware they are buying.  If you can get a customer to visualize how beautiful the table will be with the linens and the dinnerware, the chance of an upsell increases greatly. Every upsell transaction can increase the lifetime value of your loyal customers, paying off for years in the future.

    The Art of UpSelling.005

    Asking for permission to recommend additional products can be an effective approach, such as: “I see you purchased our ceramic mixing bowls. Can I tell you about the matching accessories we have to go with them?”   Upselling isn’t just a sales strategy, it’s a customer happiness strategy that can help you build deeper relationships with customers by delivering superior customer service.

    The Art of UpSelling.006

    The point of purchase is the most common upsell point and for a good reason:  Customers are in a buying mode with their credit cards in hand so they are already set on spending money.   Offer upsell suggestions before you get too deep into a transaction so customers don’t begin to weigh their time against the desire to look at more products.

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    Upselling is a valuable skill for anyone delivering customer service, because it can help you achieve your number one goal: make your customers happier and you more successful.

    Until next time…

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