BEST UPSELLINGTECHNIQUES

WHAT IS UPSELLING?UpsellingUpselling is a sales technique where a seller tries to sell more enhanced and expensive products than the product the customer initially decided to buy.

ExampleBasically upselling happens when you decide to buy one laptop, but you buy a better and more expensive model, because the seller demonstrated it and recommended you to buy it.

It is important in all your messages and offers use your client's name or use 'you' and

'your'.

Your clients will treat direct reference as a more

personalized message and they will be more likely to consider it.

HOW TO UPSELL?BE

SPECIFIC

In order to be ready to do the cross-selling you should study your offers and find complimentary additional products and services to each offer.Use your target market knowledge and expertise to find the best pairs for your customers.

BE PREPARED

Show the upselling product next to the chosen product

and make it obvious why the customer should buy

the more expensive version.

You should be able to demonstrate different

features and let your customer try and compare

the products.

SHOW THE BENEFITS

The upgrade should cost just slightly more than the chosen product.

If the price difference is very big the buyer will need to go through a longer buying decision and may postpone the purchase or stay with the chosen product. It is recommended upsell products that cost not more than 25% more than the chosen products.

BEREASONABLE

Most of good e-commerce platforms have either built-in

upselling tools or some plug-ins for upselling.

To setup the system you need

to link each item with the corresponding items and set

pages on which the upsell box should be shown.

Usually it is better to show this box on the product page and

on the checkout page.

EMPOWER YOUR E-COMMERCE

If you can show all versions of your products or services on one pricing page you can give your clients a clue on to which version they should upgrade.If there are three versions of the product you can add a label 'Basic version' to the cheapest version. The middle version usually is labeled as 'Best value' or 'Most popular', while the most expensive version can be named as 'Most powerful'.

BESTVALUE

Adding some kind of stimulus can significantly boost your

upselling.

For example, fast food

restaurants offer big fries for just slightly higher price than the

price of small fries. Therefore, the upgrade looks wise for consumers and more

big fries are order increasing the revenue for the restaurant.

ADDSTIMULUS

Your products is one of the best medium for upselling. Try to mention somewhere on the product that there is a better version of this product and how it is better.Use it as a chance to tell your customers about more enhanced versions of the product and describe in detail all additional features and the benefits they give.

USEINSTRUCTIONS

Your customers must be prepared to your upsell offers and you should take care of it

on the early stages of the buying process.

This allows your customers to understand their options and to position them according to

the price or features. In this case your upsell offers

will be expected and have more chances for success.

MENTION ON EARLY STAGES

Keep your upselling activities limited and don't push them too hard.

Customers don't like to be bombarded with many upsell offers and may start objecting them.Your credibility may drop and you your customers can refuse buying from you at all.

DON’T PUSH IT TOO HARD

Downselling means offering simpler and cheaper versions

of a product to customers who are not going to buy the initially chosen product.

This is completely opposite to upselling, but it can increase

sales and brand loyalty. You need to be very delicate

when downselling as you need to find out your customer's

budget and offer cheaper products without offending

the customer.

DOWNSELLING

READ MORE ABOUT CROSS-SELLING AT WWW.LOGISION.COM

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