Want to increase sales? Yes of course you do and believe it or not you can do that quite easily with cross selling
For those of you who offer more than one product or service you need to ensure that your clients are aware of the different solutions you offer. In order to maximise your sales opportunity you can develop the cross selling technique, this is a highly effective tool especially for small businesses.
The whole point of cross-selling is for you to offer the customer a product or service related to whatever they are already buying. It can be as simple as an in car charger for your new mobile phone. The idea of up-selling is that you will position products in a good/better/best progression. Both methods of encouraging clients to spend a little more can dramatically boost your sales.
Many sales people worry that they will annoy the client if they bombard them with too many requests to buy more but don’t. Surveys have shown that most buyers appreciate being told about additional products or services that might better meet their needs or about new items that were not offered in the past. This way you are showing them that you are aware of their needs and that you care about their satisfaction.
Some ideas to improve your opportunities for cross-selling and up-selling
• Many cross-selling opportunities arise naturally. If you are selling golf clubs, for example, you can also offer a bag, balls and other relevant accessories. To gain the extra sale, you might simply have to mention that the other products or services are available.
• Be very careful not to overload customers with too many unrelated cross-selling suggestions, keep in mind what would be most relevant to the original purchase, that way you are more likely to succeed.
• One way to facilitate cross-selling and up-selling success is to state specific recommendations from other customers. This could be a list of related items that other customers have purchased on a website. When you buy an item at Amazon.com, for example, the site automatically lists other related items purchased by people who bought the same item you have just ordered.
• Train employees in cross-selling techniques. The approach must be built around serving the customer, not just selling more stuff. For example, you might describe how the additional products or services would complement the original purchase and further solve the customer’s problem.
• Timing is important. Cross-selling and up-selling can occur at different times, depending on the products and services you are selling. In some cases, the best time is while a customer is trying something out. If they are looking at a low priced camera, for example, but seem
disappointed in a lack of features or performance, they may really want a higher priced model. Other items may be more appropriately offered once the initial buying decision has been made, such as an extended warranty.
• Further develop the cross-selling potential of your website. Position cross-sell and up-sell items throughout your site in places where they can help educate visitors to the site on the depth and variety of what your business offers. Try mixing and matching different items to see what works best.
• Offer a range of prices. If you suggest three items to complement a product, try to offer a mix of price points. Invariably the lowest cost items are most likely to be picked up as impulse buys but other items that meet the customer’s needs could also be sold at higher levels.
• Try product or service bundles. Bundling has long been used as a way to entice shoppers to buy not just a single item, but an entire group of items that go together. Offering a price break on package deals will help close the sale.
The key to successful cross-selling and up-selling is to focus your efforts on meeting the customer’s needs, rather than simply pushing more products and services. Make cross selling and up-selling key components of your list of sales techniques.