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More on Upselling
Written by: Will AtkinsonArticle Overview: Upselling works, we know that now, but how else can it be used? Besides using it to leverage complementary products, it can also be used to help customers discover new and bargain products that are market relevant.
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More on Upselling
Upselling is great for related or complementary items. It only makes sense to offer a customer some shoe polish when he buys a new pair of high end wingtips, right?
Once you've setup your upselling links in your POS system to trigger upsell events for complementary items, it's time to consider another way to help customers find what they need and what you want to sell.
You are probably spending a lot of time finding new and competitive items in this down economy, including, most likely, discount items or lower price point items to help your customers find what they need while saving them some money. Remember, keeping customers in these hard times will engender loyalty and position you for a strong rebound ahead of the general curve of the economy.
Use upselling techniques to highlight these new and price-conscious items to your customers. Let's take the example of a boutique cookware and kitchen appliance store. If a customer is buying a new butcher's knife, maybe you can upsell them into a new set of knives that are not as high end as the single knife but will help them get an entire new set for a better price than the set of knives like the single butcher's knife. This way you get a bigger sale, and the customer gets a better value.
It's a similar strategy to selling complementary items, but you can tweak it a bit to drive sales. Don't forget to try different strategies and test, test, test. Once you've set all this up in your POS system, you MUST make time to run the reports to understand the outcomes of your offers. This will help you better plan your inventory to be more competitive and more in line with your customers wants and needs.
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Article Tags: appliance store, butcher, cookware, curve, down economy, kitchen appliance, knives, loyalty, money, pos system, rebound, shoe polish, test test test
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About the Author: Will Atkinson RSS for Will's articles - Visit Will's website  Click here to visit Will's website   FSA Payments Leveraging Retail Technology Reporting Techniques Staffing needs in the Holiday Rush POS Security for Productivity |
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