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.