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Upselling with Complementary Items
Written by: Will AtkinsonArticle Overview: Increase "same customer" sales with creative packaging and upselling with complementary items.
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Upselling with Complementary Items
Is marketing too expensive? Even if you think it is, it's too expensive NOT to market, but there are other things you can do to help increase sales without spending your entire budget on marketing efforts.
Take a close look at your inventory. Can you identify items that go well together, or are commonly bought together? For example, in a home goods store, customers might be likely to buy a new teflon lined skillet, and a new silicone spatula together. But, some busy customers might just grab the new pan and head for the checkout line. Making it easier for them to associate the two complementary items will increase your chances of a bigger sale.
You can do this in a couple of different ways. You can simply place the items close together on the shelves or racks, or you can take it a step further and actually put together kits and repackage the items to make a new "Kitchen Helper" line of kits and promotional items. You can give a small discount on the pair of items that will entice buyers, but not impact your profits significantly.
You can also set up displays that offer advice on how specific items are used, and what items go along with them. In a hardware store, you could have a tutorial display on trim installation and repair, so you could inform your customers on the best techniques for that application, as well as which tools and materials are necessary. This demonstrates your expertise and it also helps the customers easily find everything they'll need to complete their project easily, without making multiple trips to the store or having to pay a contractor to come out.
If you can help your customers find the things they need, without having to ask or look around, they're likely to buy more items and reward your effort with loyalty. Let your product knowledge extend to product placement and increase sales at the same time.
More on Upselling
Upselling Again
Upselling to Loyal Customers
Upselling
Summer Sales
Article Tags: budget, checkout line, different ways, hardware store, home goods store, kitchen helper, loyalty, marketing efforts, product knowledge, product placement, profits, promotional items, shelves, silicone, skillet, store customers, teflon, tools and materials
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Related Forum Posts
Where's the Entrance?
- that's true I've been seeing a lot of construction going on to the City of Toronto's sidewalks and even Movie shoots sometimes block of access to stores for a week sometimes..
Guerrilla techniques should be at play here.
1. Get a Can of Paint and some Footstep Stencils and paint footsteps all the way from the accessible street right to your temporary entrance. (may be illegal but the store owner could plead innocent and say he has no idea who did that - maybe a "fan" of the restaurant)
2. I remember when there was the SARS outbreak in Toronto a lot of the Chinese restaurants were not doing so well except for Lee's Garden. I noticed they created a special Menu with prepackaged Menu Items for $20.
3. Create some buzz like with a Unique expereince - "Someone stole all my Plates! Now serving food on Banana Leaves - Guess What! The Food tastes better than ever! Blah Blah...
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