When you think of upselling, what comes to mind? Does it sound pushy? Too “salesy”? Something that makes people uncomfortable? Well, erase those thoughts from your mind! Upselling is a great tool to increase your bottom line and a fantastic way to make your customers happy.
Here’s why: When you can offer something to your customer that they genuinely need and want, you’re delivering a valuable service. They’ll be able to get what they want in one location and don’t have to shop around. And they’ll appreciate that you went the extra mile to make them happy.
When to Upsell
You can upsell at any time, and you should get in the practice of offering something extra with any purchase, whether it be a discount or add-on. However, don’t push too hard, or you’ll risk alienating potential customers.
The best time to upsell if you’ve never done it before is when you have a store-wide sale. Customers will already think your products have a higher perceived value because you’re offering them a discount. This is the best time to add to that sale while still making the customer feel like they’re getting a bargain.
What Is Upselling?
Upselling is the process of adding on to a customer’s sale so that they spend more on that purchase. Examples of upselling in a floral business would be upgrading an arrangement, creating a custom bouquet instead of one already made, and bundling flowers with another item, such as chocolates or a stuffed animal.
While you can upsell to anyone, it’s easier with existing customers since you already know their purchasing habits, needs, and desires. However, you can also upsell to new customers if you do it right.
How to Upsell
There are three simple steps to upselling: 1. Identify a customer’s need; 2. Find a product or service that satisfies that need; 3. Create a sense of urgency on the offer. For example, you could create a promotion where you offer a holiday-themed vase with a floral arrangement at a discounted price when purchased together.
And that’s key to upselling: Creating value for the customer. If they see that they can purchase both items at a lower price than if bought separately, they’re more likely to buy.
No matter how you choose to upsell, keep one thing in mind: You’re offering your customers a valuable experience. By putting customers first, you’ll not only make them happier, but you’ll increase your profits as a result.