If you go to most fast food chains and order a hamburger, what is the very next thing you will usually hear? If you said “would you like fries with that” you are absolutely right. In fact, most retailers require their sales force to offer an upsell item for every transaction .I will admit that I sometimes find it annoying because if I had wanted fries I would have ordered them. But have you ever really thought about why retailers push the upsell in the first place. It’s because retailers understand the wisdom of maximizing the sale with the customers that they already have.
Take a look at your current product or service offerings. If there are items that naturally complement each other like burgers and fries, get in the habit of upselling them. For example I recently bought some handmade soap at a fair. The owner also offered me a sea sponge at a great price and then threw in a handmade chap stick to boot. You might also considering bundling two similar items at a slightly discounted price than if both items were purchased separately. Amazon does a great job of suggesting books that may complement each other at an attractive price. And who doesn’t love the BOGO! If I can buy one and get one half price, you’ve got my attention.
As entrepreneurs, we often focus of getting new clients to keep our revenue stream flowing. But before you rush off to find your next new client, make sure you make your current clients aware of all products or services that may complement their current purchase. Part of providing great service is making sure your customers are aware of all the ways that you can serve them. It can help you build customer loyalty and improve your bottom line.