Never assume you already know what your clients want without asking them first. Many of you are familiar with fast food restaurants and how after you place your order, they automatically ask if you want fries, or a drink, or if you want to up-size your order. This is an up-sell tactic used to increase the individual sale.
How many times have you gone to the grocery store to buy a few items and get to the checkout line and while waiting you notice your favorite bag of chips or candy bar (that you don’t need) and by instinct you add it to your grocery cart? This is part of a strategic up-sell strategy. Whenever you are making a sale, it is always a good idea to incorporate items for selling-up in order to enhance the customers experience with your products or services. Taking that one extra step in the sales process to up-sell your client additional tools that go with or compliment their initial purchase is definitely a win-win for both parties.
A few years ago several fast food restaurants ran receipt promotions that stated your meal would be free if the cashier did not give you a copy of your receipt with your order. This of course captured their customers attention and made them more aware of the overall selling process (of course many were hoping the cashier would forget to include their receipt). This method also keeps you (the seller) in the “Sell” mode instead of only accepting product or service requests from the client.
In today’s economy it is well worth the effort to create and implement an up-sell strategy as part of your sales process. You will also position your brand to shine in the industry by knowing and encouraging useful resources and tools to your clients.
Assignment: Take inventory of all the products and services you have to offer, then connect all the possible ways one may compliment or enhance one another. Create an up-sale dialogue you are comfortable with (You may want to practice this before using it on a client). Ask in a reinforcing way that will plant a positive seed in the mind of the client and ensure they take you up on the up-sell offer. Email Tomesia@TomesiaIngram.com to schedule a complimentary 15 minute coaching session if you would like help or need suggestions on creating your own up-sell strategy.