BEST UPSELLING TECHNIQUES
WHAT IS UPSELLING? Upselling Upselling is a sales technique where a seller tries to sell more enhanced and expensive products than the product the customer initially decided to buy. Example Basically upselling happens when you decide to buy one laptop, but you buy a better and more expensive model, because the seller demonstrated it and recommended you to buy it.
HOW TO UPSELL? BE SPECIFIC It is important in all your messages and offers use your client's name or use 'you' and 'your'. Your clients will treat direct reference as a more personalized message and they will be more likely to consider it.
BE PREPARED In order to be ready to do the cross-selling you should study your offers and find complimentary additional products and services to each offer. Use your target market knowledge and expertise to find the best pairs for your customers.
SHOW THE BENEFITS Show the upselling product next to the chosen product and make it obvious why the customer should buy the more expensive version. You should be able to demonstrate different features and let your customer try and compare the products.
BE REASONABLE The upgrade should cost just slightly more than the chosen product. If the price difference is very big the buyer will need to go through a longer buying decision and may postpone the purchase or stay with the chosen product. It is recommended upsell products that cost not more than 25% more than the chosen products.
EMPOWER YOUR E-COMMERCE Most of good e-commerce platforms have either built-in upselling tools or some plug-ins for upselling. To setup the system you need to link each item with the corresponding items and set pages on which the upsell box should be shown. Usually it is better to show this box on the product page and on the checkout page.
BEST VALUE If you can show all versions of your products or services on one pricing page you can give your clients a clue on to which version they should upgrade. If there are three versions of the product you can add a label 'Basic version' to the cheapest version. The middle version usually is labeled as 'Best value' or 'Most popular', while the most expensive version can be named as 'Most powerful'.
ADD STIMULUS Adding some kind of stimulus can significantly boost your upselling. For example, fast food restaurants offer big fries for just slightly higher price than the price of small fries. Therefore, the upgrade looks wise for consumers and more big fries are order increasing the revenue for the restaurant.
USE INSTRUCTIONS Your products is one of the best medium for upselling. Try to mention somewhere on the product that there is a better version of this product and how it is better. Use it as a chance to tell your customers about more enhanced versions of the product and describe in detail all additional features and the benefits they give.
MENTION ON EARLY STAGES Your customers must be prepared to your upsell offers and you should take care of it on the early stages of the buying process. This allows your customers to understand their options and to position them according to the price or features. In this case your upsell offers will be expected and have more chances for success.
DON’T PUSH IT TOO HARD Keep your upselling activities limited and don't push them too hard. Customers don't like to be bombarded with many upsell offers and may start objecting them. Your credibility may drop and you your customers can refuse buying from you at all.
DOWNSELLING Downselling means offering simpler and cheaper versions of a product to customers who are not going to buy the initially chosen product. This is completely opposite to upselling, but it can increase sales and brand loyalty. You need to be very delicate when downselling as you need to find out your customer's budget and offer cheaper products without offending the customer.
This infographic was created by LOGISION READ MORE ABOUT CROSS-SELLING AT WWW.LOGISION.COM DESIGNED BY WWW.SIMZO.GRAPHICS
Recommend
More recommend
