| Suggestive selling is a powerful tool that can | | | | customer is buying can be effective. The |
| increase your revenues-and your bottom | | | | customer is more likely to see such a suggestion |
| line-significantly. We are all used to the order taker | | | | as helpful than as simply a sales ploy.Consider |
| at a fast food place asking if we want fries with | | | | making the upsell a "two-fer" offer. Because the |
| our burgers, or if we would like to "Jumbo-Size" | | | | customer bought one item at regular price, they |
| our orders, but suggestive selling can work in any | | | | are able to get a second at half price.The add-on |
| business.Shoe stores suggest socks or polish to | | | | product should have a lesser cost than the base |
| go with your new sneakers, hair salons | | | | purchase. Suggesting batteries to go with a radio |
| recommend styling products, and stores selling | | | | works. Recommending a radio to go with a |
| electronics offer an extended warranty on the | | | | battery purchase doesn't.Don't hit customers with |
| gadget you just bought. In each case, the | | | | a lot of upsells. One (or possibly two) is enough. |
| business encourages the customer to add on to | | | | Badgering them to buy more can backfire and |
| the purchase they are making.Upselling can be | | | | maybe even kill the sale completely.Make sure |
| done in person, on the phone or over the | | | | employees and order takers are making upsell |
| Internet. Many online shopping carts allow you to | | | | offers to customers. Remind them of the |
| set up a product-specific upselling page. That | | | | importance of doing so, and consider rewarding |
| means that when someone orders Product A, | | | | them for great results, or even when you "catch" |
| they get the suggestion that goes with that | | | | them upselling. Give telephone order takers a |
| product. Someone who orders another product | | | | script that includes a suggestive sales offer.Done |
| receives a recommendation appropriate to that | | | | properly, an upsell is helpful to the customer and |
| product.Here are some tips to make suggestive | | | | builds your profits as well.Copyright Cathy |
| selling work for you:Make the suggestion after the | | | | Stucker. As the Idea Lady, Cathy Stucker can |
| customer has made a commitment to buy. Don't | | | | help you attract customers and make yourself |
| try to add on to the sale before the customer | | | | famous with inexpensive and free marketing |
| has made a firm decision and is in the process of | | | | ideas. Get free marketing tips, articles and more |
| buying.Upsells should be related to the original | | | | at |
| purchase. An upgrade, a warranty, accessories, or | | | | Cathy is also the author of The Mystery |
| something else that adds on to what the | | | | Shopper's Manual. |