Upselling Again

Upselling is all about selling more products to the same customer who is already in your store.  We have discussed how to upsell using complementary items, or related products, but there are other ways to increase your turnover and average sale using good, varied upselling techniques.

Let's look at a couple examples.  In the classic complementary item example, let's say your run a hardware store.  If a customer brings a hammer to the counter, you can upsell him a new tool belt, or a box of nails to go with his hammer.  That's well understood, and it works.  I know it's worked on me when I was shopping!

But, let's try another scenario.  A customer brings up a basic wooden handled hammer.  Instead of pitching him a bunch of other items, try offering him a promotional discount on a more expensive hammer, the one with a fiberglass handle and gel grip.  Initially he chose to spend $19.95 on the basic hammer, rather than $29.95 on the nicer one.  But, you give him a 10% discount on the nicer one, making it less than $27.  So, he can get the much nicer hammer for only a little more money.  This is attractive to him because he gets a better hammer, and you get a larger profit on the sale. 

There's more!  The increased level of customer interaction during that transaction demonstrated three things. 

1) You understand his needs and are looking to help

2) You demonstrated your expertise by knowing the differences between the hammers

3) You offered him a meaningful discount

These three things all serve to improve the customer's experience in the store, thereby increasing the odds that he will come back to your store.

This was a specific example for a hardware store, but the same strategy applies to deli counters or ladies dresses.  Take a look at your items and what you know about them and try this strategy.

I'll bet it works!