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Take the "Selling" Out Of "Upselling": How to Upsell to Customers and Improve the Shopping Experience

How many times have you been in a store and the cashier asks if you want to buy any other items? The answer is probably too many. We understand that it can be frustrating when an employee won't let up, but we're here to help!

Upselling is a great way for businesses of all kinds to improve their revenue, but it's not always easy. In this blog post we will teach you how to effectively upsell without being pushy or annoying your customers. So, stop being a pushy sales person and start enjoying the rewards of effective upselling!


Figure out what the customer wants

If you've ever been in a situation where the cashier is asking if you want to buy some junk that they were trying to clear out of inventory, chances are that annoyed you. To make matters worse, it's almost always something that no one wants or needs in particular. The solution is simple: ask questions! Instead of pushing your products on them, ask questions that will help you figure out what the customer wants and needs.


Being pushy is also a great way to lose customers for good. If a customer doesn't feel like they're being pushed into buying something they don't want, it's going to lead to a much happier experience. Also, if your items are constantly being left behind because they can't be sold, you may want to revamp your inventory a little bit. Being pushy is never a good idea!


Ask for permission to offer an upgrade or add-on

If you aren't sure what customers want, or if they seem like they're ready to buy, ask them for permission before offering an item. Say something like "Would you like to include this in your purchase?" The customer is much more likely to consider the offer when it's presented this way rather than having it shoved into their face while they're trying to check out. This also eliminates the frustration that can come with being upsold by someone else you may or may not know.


Present options that are tailored to their needs and budget

If you think that someone will be interested in a higher end item, don't just assume and try to sell it. Instead, ask them about their budget or needs and offer them options based on what they tell you. Even if the customer doesn't want something more high end, you could still present with the option of purchasing a less expensive product, which they may still buy. You might even be able to upsell a second item! Upselling can be a great way to get customers to spend more money without feeling like you are doing anything wrong by them or that you're trying to force them into paying extra for something if their budget won't allow it.


Follow up with customers after they've made a purchase, asking if there's anything else they need help with (1-3 days after the purchase)

After someone has purchased an item from you, follow up with them a few days later and ask if they need help with anything else. The customer may have forgotten about something or found something that they want to buy. This will allow you to give them great service while also giving yourself another opportunity for a sale.


Offer incentives such as discounts or free shipping for repeat customers who have shopped from you in the past or from other sources

Upselling can be a lot easier if the customer is already familiar with your brand. Once they have bought or used something, you can use this as leverage for upselling them. If they see that you are offering a discount, or just generally being nice and friendly to them, then they are more likely to buy from you again and again.


An incentive is also a way to encourage your customers to spend more money. They are already familiar with you, so they may feel like they don't need an incentive to buy from you, or that their loyalty should be enough for you... the truth is that it's not enough! You need to offer incentives in order to upsell your customers.


The best way is to offer a special discount or deal if the customer buys more than one item on the same order, or within a month of their first purchase from you. This will encourage them to buy more products and then they'll be coming back again! Be sure that whatever you're offering isn't going to be more than what they're saving by using your incentive. For example, if you offer 10% off for a second item and the customer would've saved 5%, then that's not going to be worthwhile for them to buy another product from you. Make it about savings as much as possible when upselling your customers because they are already comfortable with buying from you and you don't want them to feel like they are being forced into buying anything else.


Upselling is a great way to increase your online sales and improve the shopping experience. If you're new to upselling, use these simple tips to get started on finding out what customers want, asking for permission to offer an upgrade or add-on that will benefit them, presenting options tailored specifically to their needs and budget, following up with customers after they've made a purchase by emailing them 1-3 days later if there's anything else we can help them with (such as suggesting products in line with previous purchases), and offering incentives such as discounts or free shipping for repeat customers who have shopped from you before. We hope this post has been helpful!

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