How to Upsell Your Customers

Think about the last time you purchased petrol. Did the petrol station attendant offer you a chocolate bar or coffee to go with your tank of fuel? Did you take them up on the offer? 

This is a classic technique in business called upselling. 

When used correctly, upselling has the potential to persuade your customers into buying something additional or more expensive. 

Upsell to customers who have a real need for additional services

This falls in the category of understanding your customer. If they have a beautifully sorted home, upselling home sorting services will seem futile. But that doesn’t mean you can’t upsell Home Staging or Home Styling services. 

The point to remember here is that your upsell suggestions have to make sense to the customer. 

Offer customers solutions 

When moving through the sales process, you need to explain to your customers why and how these additional services will benefit them. 

A great way of doing this is to explain the problems that these services will fix. Customers are more likely to be receptive to an upsell when they can see a clear solution to a problem in their life. Additionally, customers want to understand where their money is going and how it will contribute to their overall wellbeing. 

For example, explain to time poor professionals that Home Sorted! services can free up precious hours they could be spending with their friends or family. 

Use upselling to secure repeat customers

Another way of using upselling is to look previous customers goals and identify action plans to finalising these solutions. 

For instance, a previous customer may have enlisted Home Sorted! to style their home whilst it was on the property market. Could this same customer make use of our relocation services down the track? 

Once again, it’s important to ensure that any upselling makes sense to the customer and doesn’t appear like a left of field cash grab – customers will see right through this! Which is why it’s a great idea to have a few reasons memorised to back up your sales pitch. 

Have you been successful with upselling before? Or perhaps you have a horror story, where it’s all gone wrong? Share your experiences with us in the comment section below. 


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