Do You Want Fries With That? - Using Suggestive Selling to Increase Your Sales

Suggestive selling is a powerful tool that cancustomer is buying can be effective. The
increase your revenues-and your bottomcustomer is more likely to see such a suggestion
line-significantly. We are all used to the order takeras helpful than as simply a sales ploy.Consider
at a fast food place asking if we want fries withmaking 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 anyare able to get a second at half price.The add-on
business.Shoe stores suggest socks or polish toproduct should have a lesser cost than the base
go with your new sneakers, hair salonspurchase. Suggesting batteries to go with a radio
recommend styling products, and stores sellingworks. Recommending a radio to go with a
electronics offer an extended warranty on thebattery purchase doesn't.Don't hit customers with
gadget you just bought. In each case, thea lot of upsells. One (or possibly two) is enough.
business encourages the customer to add on toBadgering them to buy more can backfire and
the purchase they are making.Upselling can bemaybe even kill the sale completely.Make sure
done in person, on the phone or over theemployees and order takers are making upsell
Internet. Many online shopping carts allow you tooffers to customers. Remind them of the
set up a product-specific upselling page. Thatimportance 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 thatthem upselling. Give telephone order takers a
product. Someone who orders another productscript that includes a suggestive sales offer.Done
receives a recommendation appropriate to thatproperly, an upsell is helpful to the customer and
product.Here are some tips to make suggestivebuilds your profits as well.Copyright Cathy
selling work for you:Make the suggestion after theStucker. As the Idea Lady, Cathy Stucker can
customer has made a commitment to buy. Don'thelp you attract customers and make yourself
try to add on to the sale before the customerfamous with inexpensive and free marketing
has made a firm decision and is in the process ofideas. Get free marketing tips, articles and more
buying.Upsells should be related to the originalat
purchase. An upgrade, a warranty, accessories, orCathy is also the author of The Mystery
something else that adds on to what theShopper's Manual.