It boosts revenue, retention, and customer lifetime value (CLV).
However, upselling has a negative connotation for a lot of people UAE Phone Number because it often means being sold things that they don’t need or don’t want.
Because of this, sales reps often run into a psychological phenomenon
called reactance when upselling clients. This occurs when a customer picks up that the sales rep is trying to push them in a particular direction, and reacts by resisting or pulling back.
The best way to avoid reactance is to remove the pressure of the upsell. Maintain the client’s trust by being transparent and only recommending what they need or what you think will provide them value.
With that in mind, here are eight of the top upselling techniques that you can start using today:
1. Help Them Upsell Themselves
Given the right circumstances, customers can essentially upsell themselves. To get there, you have to step out of your own way and provide them with all the information they need to make the decision for themselves.
That means no hard pitch or drawn-out slide deck – just full transparency of what options are available to them and what benefits they might expect from choosing each one.
For example, if you’re a company like Dropbox and you’re selling to corporate accounts, you’ll likely have a tiered structure with different storage limits to meet the needs of different customers.
With each tier comes more storage, more benefits, and potentially less red tape or fewer obstacles. It naturally comes at a higher price, but if you optimize each tier to sell itself, that’s exactly what will happen. The company knows their needs and will pick which one fits them bestTechnically, this is called cross-selling, but it’s a process similar to upselling and also offers similar benefits.
The key to cross-selling is making the pitch relevant to the client’s original purchase. A great example of this is the domain retailer Namecheap, which will set you up with your new website’s domain name. As you check out, they’ll ask if you want hosting, other variations of your domain, premium email, or better security.
Clearly, these services are all related to a domain name – Namecheap is pushing valuable add-ons that complement the initial purchase.
These types of cross-sales and upsells are extremely common. For example, major electronic retailers often offer “protection plans” that cover or reduce the costs of replacing or repairing your item. Offering these additional products or services during or immediately following the sale makes customers more likely to see the value in them and add them onto their purchase.