If you are like a lot of businesspeople you are making a mistake that could be costing you thousands of dollars (or more) every year. You aren't up selling as well as you could be.
Here's how the average sale goes:
A person comes to you and discusses the possibility of making a purchase or wants to learn more about one of your items. You are thrilled at the idea of making a sale so you work all of your sales magic trying to let them know why this item will be good for them. Your sales pitch goes well and they decide to make the purchase.
You are now riding high on the victory of a sale and ring them up, sending them on their way with what they need and happy that you have closed the sale. Mission complete, right? Wrong! You have missed one of the vital parts of this sale - up selling.
Up selling is when you not only sell the person what they initially came in for, but you also sell them other products or services that can be useful.
There are a couple of ways people look at up selling. Some think up selling is just pushing other products on people, but this is not the way it should be done. Instead, up selling should be a process of helping people to purchase additional services or products that they already need, or will be needing, and saving them time in the long run. After all, if they are going to need it anyways, they are going to go somewhere for it. It may as well be to you.
Add to the Purchase
Bill Bartmann's tip #1 is to take a look at what they are already purchasing and add other helpful items. For example, if a person has purchased a specialty lotion, make sure they know of the other items that are in that collection, or even about the small travel size of the same item that you have so they never have to leave home without it. If you are selling a service, think of services that go with the one you have already sold them that may help them through the job they are doing. For example if you are making hundreds of copies of a booklet, consider your collating and binding services that they may be able to use.
Know Your Customer
Bill Bartmann tip #2 for up selling is to know your customer. The more you get to know your customer, their business and personal needs and how they operate every day the more you will be able to get a good idea of what they will need. By knowing this, you will be able to come up with a good concept of what items you may be able to up sell to them that will be useful.
Know the Trends
Another way to up sell is to be able to also offer a trendsetting service to your customers. Whether it's fashion or business there are always new things coming into style. If you know about the new 'in' things, make sure to pass that information on to your customers and show them the things they may want to be buying to be on the cutting edge of the new trends.
Bill Bartmann is a nationally acclaimed business coach and founder of the Billionaire Business System, a series of books and seminars that teach you what you need to know running a business. Bill Bartmann has provided real business guidance to thousands of entrepreneurs to help them succeed in business, even during tough economic times. Visit Bill Bartmann's website http://www.billionaireu.com to learn more about the course.
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