But, how do you upsell to your existing customers without upsetting them then still successfully making the sale? One of the most important tips to upselling to existing customers is to make the upsell relevant to their original purchase. So, if you're the one doing the upselling, not only should the product be relevant to the original purchase, but it should also solve a problem. Customers know when you’re trying to upsell them, so if you try to upsell customers with a very high-priced item, they’ll see that you’re just trying to get as much money from them as possible. In the study, people surveyed saw easy-to-calculate discounts as being bigger discounts than difficult-to-calculate discounts -- even if they two were equal. If you offer a discount to customers who upsell, make sure to let them know that that offer is available only for a limited amount of time. Get customers to upsell themselves. You don’t even have to ask or convince customers to upsell; you can actually get customers to upsell themselves. For SaaS businesses especially, getting existing customers to upsell themselves is easy when you can create pricing packages with limitations. Many customers will upsell themselves right from the first purchase when looking at plans like these.
Upselling is an art, and if you want to do it successfully, you have to learn a few new strategies.
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Typically, when you think about “upselling,” you think of a sleazy, annoying salesperson who’s trying to sell you a bunch of things you don’t need or want. But upselling doesn’t have to be that way.
Related: 5 Simple Upsells and Downsells That Drive Higher Profits
Indeed, upselling is essential if you want a boost in your revenue. Think about it: Would you rather have customers buy one low-priced item from your business only once, or buy a number of items — and even return over and over again to buy more? Obviously, to grow your business and make more sales, your answer should be the latter.
But, how do you upsell to your existing customers without upsetting them then still successfully making the sale? Upselling is an art and if you want to do it successfully you have to learn a few new strategies.
So, let’s look at four tips to upsell existing customers:
Make the purchase you push relevant to the original purchase.
One of the most important tips to upselling to existing customers is to make the upsell relevant to their original purchase. Imagine you just bought a new mattress. If the salesperson immediately tries to sell you another mattress, you won’t go for it; you don’t need another mattress right now.
But if this person suggests that you need new pillows to go with your new mattress, now that makes more sense. So, if you’re the one doing the upselling, not only should the product be relevant to the original purchase, but it should also solve a problem. You can even introduce additional problems the customer might not have yet thought about.
Amazon does this well with its “Frequently bought together” section. For instance, if a customer is looking at a camera, Amazon will recommend you also purchase a camera bag to protect your new purchase, and a memory card to store more…
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