Everyone in business knows the value of the upsell or side-sell. Unfortunately, that’s the problem. Since everyone knows the “trick,” everybody is doing it. The reason? It works. It’s effective, but how do you stand out from the crowd? How do you make your upsell efforts succeed in a world swimming in similar offers? If it’s something you’re struggling with, the tips below will help!
Sell Your Expertise
Modern consumers don’t want to just buy things from a random vendor; they want a relationship with a trusted expert. Make sure you’re that person. Know everything about every product you sell, and about every upsell you recommend. Beyond that, know your competitors’ products just as well, and don’t be afraid to make a recommendation of something that somebody else sells if it will be best for your customers.
Sure, you might lose a little bit of money right then and there, but your reputation with your customers will be beyond reproach, and you’ll be the first person they contact for all their needs in the future.
Don’t Sell
This builds on the first point. It’s not enough to be an expert. Remember, your customers are looking for more than just a simple purchase. They want a relationship. Give them one. Be that person. Which would you prefer? To sell one thing to one customer one time, or to create a relationship that nets you a customer for life?
Attracting new customers is expensive. Retaining customers is as easy as giving them exactly what they want, and doing that better than anybody else. Do that.
Know Your Customers
This builds on the first two points. The difference between acting like you’re building a relationship with your customers and actually doing so is attention to detail. Listen. Talk. Learn.
Your customers are more than just your customers. They are (or can be) the source of new ideas, refinements and enhancements. By listening to your customers, you not only show that you genuinely care about them, but you also go a long way toward transforming them from customers into fans, and that is priceless.
If you do those things, your bottom line is guaranteed to increase.