Would you like fries with that?
Upselling and cross-selling are great for business! It’s a great way to get ahead of your competition, create value with your customers and increase revenue. It’s not about “pushing” your products or services, it’s about helping your customer to resolve their needs, wants, issues or problems.
I am frequently asked to help sales teams and business owners learn how to do it effectively, and there is one question they all ask me is “what do we say?”. There are many sales techniques that can be used to achieve the upsell and cross-sell and some of these can be complicated. My advice is to keep it simple and here’s where I’d like to talk to you about my love for McDonalds!
I love, love, love a Big Mac! Every time I go into order I’m asked, “would you like fries with that?”, and, do you know what, I do!!! This simple question is asked every time someone orders a burger and has generated billions of dollars in revenue for the company.
I recently worked with a janitorial supplies company who, following training with me, decided to ask every customer who placed an order “how are you for bin liners and toilet rolls?” This simple question, focussing on the most commonly ordered products, increased their revenue dramatically. Feedback from their customers was to thank them for the reminder as they could have run out!
The trick with this approach, is to use it every time and not to be pushy. Some customers won’t order, but some will.
Get in touch with Julie to find out how she can help your business.
Julie established The Sales Ace to support and train business owners to increase their revenue. She also provides a sales support service which provides telesales/telemarketing, assisting in managing sales staff, help with setting and managing KPI’s and well as one to one coaching.
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