Two techniques that help any business - large or small - to make more profit are upselling and cross-selling.
Upselling is selling the customer a more expensive version than they originally thought they wanted.
Cross-selling is selling the customer complementary products and services.
It can sound and appear sleazy if it is done in a clumsy way but it can be done ethically with the customer's best interests at heart.
Customers often don't have all the information they need and until they get it, they can't make the right and best decisions. Sometimes they don't even know what they want or need, they recognise they have a problem but are very uncertain about the solution.
The business who recognises these issues can:
- Help the customer to get a better solution.
- Increase the value of the sales transaction.
If you are still uncertain about whether this fits with your values, can I ask you a question.
Have you ever bought something that was quite cheap and then been disappointed with the way it performs and a few months later bought a more expensive replacement?
Would you have saved money and increased your satisfaction if the sales person who sold you the original item had taken the time and trouble to understand what you wanted to achieve and explained the good and bad points about more of the product range?That way you could have made an informed decision.
Upselling And Cross-Selling Articles
Other Articles That May Help You Implement Strategies Like Upselling And Cross-Selling
Upselling and Cross-selling are in my Specialist Articles On Marketing section of the blog.
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