When your client has taken decision to purchase your product it is the perfect time to make additional sale keeping in mind that your client is getting greater benefit from that. Sixty percent of all clients will increase if you do it right and offer true value.
In this article you will learn how to UP Sell and thereby improving the client’s satisfaction and increasing the value of the transaction.
When clients turn to you and decide to make a purchase, it’s because those clients trust and respect you and your ability to serve their individual needs. But are you doing all you can to give your clients all the benefits and choices they could be getting from you and would pay for?
Focus on making end result better
Three simple techniques that will help you deliver greater benefits to your current clients.
Adding Products and Services: Offer your clients the opportunity to add related items to their basic purchases from you. Items that when combined together will increase the level of satisfaction of the end result more completely and efficiently. Auto dealers are putting this theory into practice with a vengeance. Instead of simply selling cars, most dealers offer their clients the opportunity to “add on” a stereo system, convenient financing, security devices, a sun roof, car phones, extended warranty and all kinds of other options to the basic purchase. As you know, they typically make such offers immediately after the client has decided to buy a car, truck or van.They’re not just buying convenience and mobility. They’re also buying a sense of well-being, a traveling lifestyle they desire. And they are making a statement about themselves with their purchase. It’s all a part of the end result the client desires.If the clients couldn’t get those added things at the dealership in one transaction, they would in all likelihood buy them piecemeal, inconveniently, and at a higher cost later on. There’s a wonderful, mutually enriching quality to this one-stop-shopping experience. The clients get a better end result/benefit. And the dealerships – in many cases – net more from selling add-ons than they do from selling cars.
Adding Volume or Time Options
Help your clients decide the best quantity and quality grades in which they want to purchase your goods/services. Or how long they want a service to automatically continue.
People are willing to buy more than they ordinarily do when given the option or incentive.
Clients can have all kinds of reasons for buying larger quantities. Some might simply be taking advantage of a price break or lower unit cost. Others might be buying to assure a season-long supply. Or to hedge against future price increases. Or just to enjoy having an inventory of goods to draw from.
Can you offer a client a larger unit of purchase – perhaps a family-size month’s supply, 3-month, 6-month or a year?
Just giving people a structured offer with volume choices nearly always boosts the business you’ll do with a client on the initial transaction and over time. Photographers offer at least three basic purchase options. Only about twenty percent of their clients choose the basic offer.A bookseller uses a variation of the volume add-on to sell more books to public libraries. If a library calls and asks her to send over 20 modern Greek novels, she has trained her staff to say, “Since we don’t know exactly what you have on the shelf now, we’ll send over 100 books on consignment. Just send back those you don’t want.”Almost without fail, the libraries keep many more books than they originally ordered. So, her business is increased, the reading public gets the advantage of a wider selection of novels, and the library gives the public better service. Three winners.
Adding Combinations:
Give your clients the opportunity to purchase combinations or packages of goods and services that help them better achieve the satisfying end result they want. With one convenient purchase decision.Remember, we are trying to help clients achieve their desired end result more completely, conveniently and efficiently. But most clients don’t really know the best way to make use of all the value you can provide to that end. At least they don’t know as much as you do.That’s where you come in. You can do your clients a huge service by helping them choose the best combination of what you offer to meet their desires. Just group these items together and let clients purchase them in one buying decision. Bundle your products together to achieve the end result. Clients will thank you for it and you’ll profit tremendously by doing it.Just look at McDonalds for a great example. For years, clients would get in their lines and order a hamburger, and then a Coke, and then a this and then a that. Finally, theMcDonald’s people got the message: Clients didn’t go there just for hamburgers and Cokes. A lot of them wanted a more complete meal.
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