100 Powerful Ways To Increase Your Sales No Matter What Business You're In

Chapter 1: Making Additional Sales More Effectively    

1.  Upsell  to  customers    

What  is  an  upsell?  An  upsell  takes  place  when  you  manage  to  sell  to  your  customer  an   additional  product  other  than  what  he  originally  intended  to  buy.  For  example,  if  a  customer   buys  a  laptop  from  you  and  you  offered  him  to  also  buy  a  printer  –  a  product  that  is  related   to  the  product  that  he  bought  –  the  sale  of  the  printer  is  what  you  call  an  upsell.  This  is  one   way  to  maximize  sales  –  you  offer  a  buying  customer  an  additional  product  to  buy.  This   strategy  actually  works  most  of  the  time.


2.  Cross-­sell  to  customers  

What  is  a  cross-­‐sale?  In  essence,  it  is  similar  to  an  upsell.  But  in  an  upsell,  you  are  offering   your  customer  an  additional  product  that  is  related  or  is  considered  an  upgrade  to  the   product  that  he  just  bought.  In  a  cross-­‐sale,  you  are  offering  a  completely  different  product.   For  instance,  if  a  customer  just  bought  a  handbag  from  you  and  offered  him  to  also  buy  a   jacket,  the  sale  of  the  jacket  is  called  a  cross-­‐sale.  This  strategy  is  ideal  for  businesses  that   sell  a  wide  variety  of  unrelated  products  and/or  services  (e.g.  a  store  that  sells  clothes,   furniture  sets,  jewelry,  etc.).


3.  Attach  discount  rights  to  a  product    

One  way  to  sell  a  product  more  effectively  is  to  attach  discount  rights  to  it.  How  do  you  do   this?  For  example,  you  can  attach  to  a  laptop  a  discount  right  that  grants  its  buyer  the  right   to  buy  a  printer  from  you  at  20%  discount.  This  20%  discount  would  not  have  been  available  to  customers  that  did  not  purchase  a  laptop  from  you.  This  strategy  actually  works  in  two   ways:  1)  it  makes  the  primary  product  (laptop  in  this  case)  more  attractive  and  2)  it   encourages  a  buyer  to  buy  an  additional  product  (printer  in  this  case).  This  strategy  can   result  into  an  upsell  or  a  cross-­‐sale.


4.  Offer  samples  of  new  products  

This  is  especially  useful  when  offering  a  new  product  which  your  customers  may  still  not  be   familiar  with.  For  example,  it  will  help  if  you  offer  a  free  taste  of  a  new  food  item.  Make  the  discount  right  a  limited  offer     How  will  this  benefit  you?  For  one,  it  will  encourage  customers  to  make  a  purchase  as  soon   as  possible.  This  is  because  they  will  attempt  to  avail  of  the  ‘discount  right’  before  it  expires.   This  strategy  actually  affects  the  buying  behavior  of  customers.  You  want  them  to  make  that   purchase  as  soon  as  possible  because  it  sometimes  happens  that  a  customer  changes  his   mind  about  buying  a  certain  product  after  some  time  has  passed.


5.  Offer  short-­term  installment  (w/  interest)  

You  can  maximize  sales  by  applying  interest  rates  to  your  products.  Of  course,  applying  an   interest  rate  is  not  attractive.  But  you  make  it  acceptable  by  offering  to  sell  the  product  in   installment  basis.  For  example,  you  can  offer  your  customer  the  option  of  buying  a  laptop   from  you  in  installment  basis  but  at  a  5%  interest  rate.  That  5%  interest  rate  is  already   considered  an  additional  sale  on  your  part.


 6.  Offer  short-­term  installment  (w/o  interest)    
Why  would  you  offer  to  sell  a  product  in  installment  basis  without  applying  an  interest  rate?   This  might  be  ideal  on  products  that  do  not  sell  very  well.  For  example,  if  you  discovered  that  one  of  your  products  is  not  selling  well,  you  can  sell  it  in  installment  basis  without   interest.


7.  Offer  numerous  payment  methods

This  is  especially  a  good  strategy  to  use  when  selling  products  online.  This  is  because   customers  around  the  world  use  different  payment  methods.  For  example,  a  customer   might  have  wanted  to  buy  a  laptop  from  you  but  because  you  only  accept  payments  via   credit  card  and  the  customer  wants  to  pay  using  PayPal  instead,  that  customer  might   ultimately  decide  not  to  buy  from  you.  You  do  not  want  this  to  happen.


8.  Train  your  sales  representatives  
Doing  cross-­‐sale  and  upsell  correctly  will  largely  depend  on  the  persuasiveness  of  your  sales   representatives.  Even  if  an  offer  is  good,  a  customer  might  not  be  moved  to  avail  of  it  if  the   sales  representative  is  not  persuasive  or  skilled  enough.  This  is  why  it  is  important  that  your   sales  representatives  undergo  thorough  training.

Introduction (Prev Lesson)
(Next Lesson) Chapter 2: Upselling More Effectively    
Back to 100 Powerful Ways To Increase Your Sales No Matter What Business You’re In

No Comments

Post a Reply

s2Member®