Sales presentations can be a tricky thing to consider when wondering what industry you’re presenting in. For example, it’s very different to present add-on’s when you’re in the retail industry, to when you’re selling life insurance! But they also have many things in common too. See the most interesting points about add-on selling below:
1. Add-on sales during the sale to create a total product solution for the customer. Many people believe that selling things at the end of the sale is a bit more risky and the products should all be provided in the sales presentation. This ideal is common for retail industries when there are many other products that are available for additional sales at the time. This approach is actually fairly customer centric too. By that I mean that the customer gets to see the total package deal (and sometimes negotiate a better bundle price). This helps the customer make a better decision, and the sales person gets a high volume sale. Everyone wins!
2. When the add-on sale is best to do at the end of the sale. Many times the customer knows what they want, they order the item and haven’t considered what other things might complement their purchase. This is often because the sales person has not had a chance to present a total product solution, or the purchasing method did not make the choices available. Either way, a classic example of an up-sell at the time of sale is the McDonald’s “Would you like fries with that?”. It’s been found that a targeted add-on sale question at the register will improve sales by almost 30% if it’s done every time. This is often the key to any up-sell marketing campaign. If you cannot measure your target, then you need to consider if your target is working or not.
3. What products to add-on for best effect and profit. One the keys to having a profitable campaign is to sell the best add-on products at the end of the sale. Complement the product or service with something that the customer will need later on anyway. Batteries for the toy they just bought. Screen protector and case for the mobile phone they just bought. How about an extra controller and a free game (bundle) to go with the new play station 3 you just bought too.
The opportunities are endless. Give your staff the freedom to bundle and up-sell to their clients and watch the customer satisfaction go through the roof. And your sales too.