Do you want to maximize profits for your business by also adding value to your customers? Upsell is the way for you! Here, we will talk about the 7 upselling techniques to boost sales for your products.
Table of Content:
- Try on your best customers first
- Offer free shipping
- Suggest similar products
- Offer discounts
- Try add-on selling
- Create urgency
- Follow up on emails
What Is Upselling?
You’re in an electronics store buying standard headphones and the salesperson suggests a model with noise cancellation – that’s upselling!
You use a website building platform to build a free webpage and get an email from the platform about the discounts on their premium packages – you guessed it right, that’s upselling!
So technically, Upselling is a sales technique used to convince a customer to spend more by buying a better or premium version of what’s being purchased.
Upselling has been bravoed by experts as one of the best ways to get customers to spend more. If a seller wants to upsell successfully, they need to make their customers feel like they’re winning, that is, getting a better deal or something worth their money. This way, you’re also letting your business win by increasing sales and revenue for it.
Keep in mind that the technique is only helpful when done right. Upselling, sometimes, can induce negative feelings as nobody likes a company that pushes its products down someone’s throat. This is a mistake every eCommerce should avoid.
So to be successful in upselling, you need to first understand your customer’s needs and make their shopping experience more enjoyable.
As we said above, a good upsell always leaves the customer feeling like they won.
7 Upselling Techniques to boost sales
Now that you steer clear of upselling meaning, down below we’ve listed 7 upselling techniques with examples that you can use to boost sales. Have a look!
1. Try on your best customers first
Your best customers are also your best reviewers.
These are the set of customers that come back to your website time and again to buy your products or have been using your services for a good amount of time.
So before you get a firm grip on upselling your product, you need to understand what your best customers gain from using your product and services?
Ask them what they think about your business and what price will they be willing to pay for your products/services and cultivate a deeper understanding of your customers’ priorities in regard to your business.
This type of valuable information can be very helpful in order to adjust your strategy when approaching other customers.
2. Offer free shipping on orders over a certain amount
The word “free” has an amazing effect on purchasing behaviour for sure.
A powerful way to encourage upselling is to set a threshold for free shipping. Say your customer has to pay an extra $8 for orders below $100, they’d rather spend that money in replacing their product with something that is a bit pricier than paying for shipping.
Most upsells happen during the checkout process. So when a customer is ready to buy and head over to the checkout window, remind them how much more they need to add to cart in order to unveil free shipping.
In case the customers aren’t even making it to the checkout stage, you can add banners, pop-ups, or send out notifications on how they can get free shipping.
3. Suggest Similar Products
If you’ve shopped online before, you may have noticed that there is one section on every eCommerce site that suggests products to you. These can be based on something you’ve already bought before or something that you searched for on the website.
This is an age-old trick to get you to spend more on the platform.
Suggesting products to customers based on their interests is a great practice to improve the shopping experience for them and also get some revenue by the side.
For example, if a customer has put two tank tops of different colors in their shopping cart, there’s a good chance that they will be interested to buy a pack of 3.
These suggested products shouldn’t just be more expensive, but also have a relatively better value and features to encourage the customer to buy it.
4. Offer Discounts
Monetary incentives are a great way to get your customers to buy your upselling products.
The main reason why most people do not go for better products is that sometimes they think it is way too expensive. When you offer one-time discounts or coupon codes, you’re likely to increase the purchase of that product.
When your audience really understands the value of that product, chances are they’ll come back again to buy it – but this time by paying the actual price.
5. Try add-on selling
Add-on selling is when you sell complementary products/services with the main product. Remember that upselling is always about adding value to your customer’s purchase.
So these can be products that a consumer can use with the product that they have chosen or can be something that improves the value of it.
Some basic examples of add-on products could be if a customer viewed a DSLR camera, you can suggest lenses to go with that camera.
Consumers will rather buy complementary goods together than choosing to go for each product individually.
As a way to introduce a new product line called Wanderer Favorites, Dollar Shave Club includes add-ons to their product page:
In addition to buying razor blades, customers also have the option to add shower products to their order for as little as $6.
6. Create Urgency
“Last chance!”, “Hurry, limited time offer!”, “For today only!”
Do these words buzz up your mind too?
We’ve all received countless messages like these from both websites and brick and mortar stores around festivities. They work so well because the language has an interesting effect on our psyche as consumers.
When we see a deal or a promotion that is for a restricted amount of time, we want to be involved in it right away.
Loss aversion, or the pain of losing something, is similar to the psychological phenomenon FOMO, or fear of missing out. They play an important role in telling the customer if they lose this opportunity, they’ll be missing out on something big.
Be strategic about the language you use. Use an attention-grabbing header that conveys how long is the limited offer going to last and how can it benefit them.
7. Follow up on emails
Once the customer has purchased from you, don’t forget to follow-up on their journey with an email.
As we all know, email marketing is still one of the most powerful tactics to reach your customers and make more sales. A follow-up email can work efficiently for upselling as well.
For example, let’s say your customer didn’t go for the upsell and bought the other product instead. Email marketing can help you to still offer the deal but this time you can spur a discount on the product.
In similar ways, you can use email marketing to offer upsells as part of your shopping cart abandonment emails.
A cart abandonment email is sent to customers who exit your site without buying the items in their shopping carts. You can send out relevant recommendations based on the products in the customers’ cart or even ask them if they’d want to upgrade their product to something better.
With these upselling techniques, you will be able to increase the sales of your expensive products while also adding value to your customers!
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