Welcome to the Being found Show. I’m Chauncey, filling in for Joe Mckenna and we’re doing a series of tips to help small businesses succeed in 2018.
As a business owner if you are not familiar with upselling, now would be an excellent time to try it out. Upselling can be profitable to your business but also, more importantly, can be valuable to your customers.
“Upselling is a sales technique where a seller induces the customer to purchase more expensive items, upgrades or other add-ons in an attempt to make a more profitable sale.” Source: Wikipedia
Sales techniques often include upselling because it can bring in more money. But, you have to provide a service for the extra money your customers are paying. For example, a carpet cleaner cleans your carpet and then offers a service that keeps the stains off of your carpet once it is clean. That’s a valuable upsell. It helps the carpet cleaner as they make money from selling their treatment, but it also helps the client because it keeps their carpets nicer. You start to have a relationship with your clients. Make sure your valuable upsell is truly valuable.
The Internet has created this world of transparency for businesses and a lot of small businesses think that they aren’t subject to public opinion. So if you’re transparent and you provide value to your customers they’re going to appreciate that.
When I was younger, I worked at a movie theater and we charged a ton of money for a tub of popcorn. We had the eclipse or the enveloping technique. It would be $6 for a medium tub of popcorn and $6.50 for a large. We were instructed to either take the large bucket and put it in front of the medium bucket so that the customer could see how big it is in comparison or to even take the medium bucket and put it inside the large bucket to show them how much they could get for 50 cents.
Again, make sure your up-sells are truly valuable to your customer if they feel you are giving them a good deal they are more likely to be a return customer and more likely to share your business name with their friends and family.