Upselling is when you attempt to sell additional products worth more than the products a customer has purchased. For example, if a customer wants to buy a pair of chairs from you, upsell by enticing the customer to upgrade to leather over microfiber. Or you can try to sell a matching end table for half price when the customer buys both chairs. The point is to get the customer to buy more than they originally intended.
Hey, Thought You Might Like This
After a customer makes a purchase, send an email containing product recommendations to entice them to make another purchase. Most people will welcome your suggestions as long as the suggestions are within the scope of the purchase they just made. If you try to sell something completely different from the product a customer just purchased, you will be seen as just another annoying sales person. But make thoughtful suggestions and you may see an increase in sales.
Additional Supplies/Parts
Upsell additional accessories or components of a product not included in the original purchase. Send email content that contains information about accessory options and how these accessories will make using the product even better. Most people realize, especially when they purchase cleaning equipment, or sports equipment, that there are some additional components they will have to pay extra for. Send a list along with an outline of features and benefits soon after a customer makes a purchase to increase the chances of additional sales.
Warranties
If a product comes with several warranty options, send information pertaining to these warranties immediately after a customer makes a purchase. Even if a customer already purchased a basic warranty, they may want to upgrade after learning about the other options available. Products with extended warranties may require additional repairs over their lifetime. Providing customers with a list of options not only makes you seem more reliable, it also makes people feel more comfortable with their purchase. After all, why spend money for an extended warranty if the product is subpar to begin with?
Upselling doesn't have to be uncomfortable – in fact, it can be fun once you understand that you're trying to make sure your customers have what they need instead of just focusing on making more money from a sale. Provide quality information about recommended products, additional parts, and warranties and people will start to really value your opinion.