Here are some up-selling sales tips to help you grow your
business.
There are not too many entrepreneurs and salespeople who
can boast a sales increase of 25+% this year.
So you would think, everybody is doing everything imaginable to
increase his sales.
If I had to guess, I estimate 81.5% of all entrepreneurs and
salespeople leave money on the table every single day.
And here's how they do it! They make no attempt at up-selling
at every opportunity.
I was reminded of this just two weeks ago.
You might even want to call this a viral example.
Got a telephone call at 10:15 AM from a company who is
washing my neighbor’s windows - inside and out. This is an
excellent example of intelligent marketing.
The caller said they were washing my neighbor’s windows and
while they're on the block would I mind having them quote on
doing our windows?
Later that morning they looked at our home and gave us a
written proposal for doing our windows. It was reasonable and
our windows needed washing – ca ching!
Ten days later the husband/wife team came back and washed
our windows and they did a very good job.
Before leaving Hugo said he also details cars on the weekends
and gave me his card.
Now I had been thinking about getting our cars detailed for the
last three months - and just never got around to doing it – so
his timing was perfect.
I asked him how much he charged if he detailed two cars and he
said $200 and that's for detailing the interior and exterior of
both cars.
Up-selling, when you think about it, is really soft selling. This guy
didn't push me to do anything.
Here's another example. A couple of weeks ago I was watching
the golf Channel and saw an advertisement for a Medicus
doubled hinged driver. And so I went on-line to place my order.
Before I could hit the "Submit" button, they made six attempts
at trying to sell me something else. I declined. But I bet a lot of
their customers don’t.
The day after I placed the order, Medicus called me to confirm
and thank me for my order. The woman, in customer service,
also told me to look for the CDs that would be taped to the
inside the box - a nice touch.
And then came the up-sell. She said, "People like you who
purchased the driver also purchased the five iron for an
additional $$$ - can I add this to your order?"
Have you ever been to a McDonald's restaurant, placed your
order, and had someone ask you if you want to supersize your
number seven meal?
I remember being at Starbucks at the Tampa airport ordering a
tall coffee of the day, and the cashier asked, "Would you like
one of our homemade chocolate chip cookies to go with that?"
Classic up-selling examples.
Imagine being a server at a restaurant. Your customer says, "I
like to order a martini on the rocks." The server responds, "We
carry Tanqueray and Bombay gin - which do you prefer?"
In another restaurant the customer orders the Veal Piccata
entrée. The server then asks, "Would you like to add a soup or
a salad to your entrée? Today's homemade soup is lobster
bisque?"
Please don't think this up-selling sales tip won't work in your
business - because it can work in every business. Just because
you're not doing it, doesn't mean your competitors aren't going
to the bank with the money you're leaving on the table.
If a part of your product line includes selling supplies you can
end every sales call by saying something this.
"Before I leave, what low inventory supplies can I help you
restock while I'm here?"
Depending on the specific situation, this could be considered
either cross-selling or up-selling.
This sure beats saying, "Before I go, are there any other
problems I can help you with?" Duh!
You can apply these up-selling sales tips to any business. In
fact, I could employ up selling strategies if I were selling single
ply toilet tissue.
"Our basic roll of toilet tissue comes with a plain white wrapper.
For a view pennies more, you could add one of three colors
along with your logo. Which color do you like best?"
Up selling is really a win-win for you and your customers. Your
customers get everything they want and you walk away with a
bigger sale.
One final thought to make this work you. Prepare your up-
selling strategy in writing and then practice it a few times before
you try it on your customers.
These up-selling sales tips will help you increase your sales and
when that happens you increase your income too.
Jim Meisenheimer publishes the Start Selling More Newsletter.
The focus is on common sense sales tips and selling strategies.
You can get more information and sign-up for my FREE newsletter
at http://www.startsellingmore.com
