Upselling Techniques
Are your sales looking a little flat at the end of each month? If the answer is yes, you’re likely looking at several different avenues to get those sales back up. Marketing or advertising may be your first thought but one of the easiest ways to get a little lift is through an upsell. The best part? Upselling can be implemented almost immediately and focuses on pushing inventory that you already have on hand.
“Would you like fries with that?” This quintessential phrase is upselling 101 and a good place from which to draw your upselling strategy inspiration. What goes best with burgers? Fries! Buying a cigarette or cigar? Why not add a lighter? Picked up a salty snack? You’ll certainly need a beverage to go with it. Have a 12-pack ready to head out the door? Make sure to get a koozie to keep your beverage cold. The possibilities are endless. The key however is making the connection and decision easy for your target audience to buy in.
There are several ways to cash in on an upsell and each requires varying degrees of effort. Before you start implementing the plans, step back and get a good handle on what moves out of your store most often. Pairing an upsell with a slow moving item may not be the best choice. Rather, focus on items that see a large amount of turns throughout the day and don’t forget about the power of seasonal items.
The best time for an upsell is right during checkout. Stocking a few key items right up front and asking the simple question, “Do you need a ____ to go with that?” will make it easy for you win an add-on like a pro. Setting goals and educating your staff on the process will be the quickest and easiest way to implement this sales-boosting tactic.
Another easy approach to upselling is through the product placement and displays in your store. Planogram “disruptors” are a good way to suggest product pairings while the consumer is browsing the selection. For example, a clip strip of your best-selling salty snack on the cooler door is a good place to start.
Hitting the consumer with signage is a relatively low investment when it comes to upselling. Depending on your store signage standards, this can easily be implemented. When the weather is hot and you’re selling bags of ice like it’s going out of style, add some signage to let them know that coolers and plastic cups are also available. Even better, setup a promotional offer to feature add-ons. Take that same ice purchase and upsell by offering to throw in a pack of ping-pong balls when they also buy a cooler and plastic cups.
By tapping into the consumers that are already in your store, you’re able to immediately harness their purchase decisions and gain incremental sales. With a plethora of upselling opportunities in your store, have fun with it and be sure to measure your success along the way.
