Getting your business off the ground without overspending on marketing can be tricky at the best of times. But what if there was a way to increase revenue without any additional marketing – a way to sell extra products without more promotion? Fortunately for small business owners this can be done, it just requires an understanding of upselling. Let’s take a look.
What is upselling?
According to newinternetorder.com “Upselling is a technique of selling another product right after a client has bought your main products” It’s essentially the art of giving your customer an option to upgrade on a product or service that they have just bought, or are about to buy.
Only upsell on your best products
If you want to begin upselling you should start by looking at the products that are driving the most revenue, and find out who is buying them. Once you identify who is buying what, it will be much easier to pick the best opportunities to upsell. According to Kissmetrics upselling is all about improving the experiences of customers, “Making their lives easier, better and faster” Do your research and then target the right people at the right time.
Make sure your sales reps are trained to upsell
Upselling shouldn’t just be part of your digital strategy. Make sure that your customer service and sales teams (if you have them) are properly trained on the right approach to use with customers when upselling. Customer Service Investigator go into more specifics about what constitutes best practice over the phone, “It means actively listening for customers’ unmet needs—what they don’t say, rather than what they do—and tailoring upsell offers to fill those gaps”
Consider using targeted emails
Certain parts of upselling can be automated, particularly when it comes to email. Why not use emails as a way to promote advanced add-ons to products someone already bought? You know that people have bought products from you before, so it’s very possible that someone will buy from you again.
Too much choice is not a good thing
When a customer is approaching checkout stage the last thing you want to do is present too many options. Instead, present just a few products or services that will improve or benefit their overall experience. Too much choice might come across as salesy and this will put people off buying additional products from you.
Use upselling software to automate process
You might not have the expertise to facilitate upselling through your site. Fortunately there are a wide range of different platforms that can help you with this. Have a look at sites such as Shopify and PrestaShop. These eCommerce plugins are all extremely useful and worth considering as a part of your upselling strategy.
We hope that you now have a good idea on the basics of upselling.
Need help getting your website started? Then why not check out Websites MadeSimple. See here for more information