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The "art" of upselling

Many business owners insist that it is easier to sell a product to an existing customer than to a new
one, if this is true, then everyone should understand the value of upselling and cross - selling.

Upselling is described as encouraging the purchase of something that could make the main purchase
more expensive, while cross - selling relates to the purchase of additional products beyond the main
purchase. Success is inextricably linked to customer delight, so the key lies in convincing customers
that any suggestion for an additional purchase will actually bene t them.

Whichever sales strategy preferred; the choice is about adding value. And there is a huge difference
between selling a product to a customer and adding value to a product they want to buy.

Emphasis on premium bene ts

If a business wants a customer to buy the highest quality and perhaps most expensive version of its
product, it is important they understand why it is worth paying a higher price. One of the most
common upsells that consumers encounter on a regular basis is at fast-food restaurants. Combo
meals are generally available in more than one size and can be upgraded for a small fee. In this case,
the bene ts derived from the more expensive price for the meal are very clear: the customer gets
more product or added value and the company gains more revenue.

The same should apply to every other product category. It is necessary to understand the immediate
bene t that a company's customers can have, when they are asked to pay more for the purchase of
a product they already know and now appears "upgraded".