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