Have you ever sat down at a restaurant and had a server suggest a specific drink, appetizer or dessert? Or have you stopped by an electronics store and been asked if you needed any batteries for the electronic items you're buying? If this has happened to you, the salespeople used a very popular and successful selling method -- the upsell.
Upselling has been shown to improve customer loyalty and increase sales, but there's an art to this method.
If you're interested in teaching your employees how to successfully upsell to customers at your trade show booths, take a couple of minutes to learn upselling techniques.
Ask About Extra Items When Customers Are Ready To Make A Purchase At Your Trade Show Booths -- Not Before Have you ever been interested in just finding out information, yet the salesperson won't stop peppering you with additional offers that you're just not interested in? When this happens to you, you can appreciate just how irritating it can be.
To avoid being this type of salesperson, wait until your customers are ready to make a purchase before offering extra items.
Customers are more likely to say yes when they're already in buying mode at your trade show booths, which can increase your employees' chances of success when they're trying to increase sales.
Make Your Offers Relevant Next, check to make sure that your offers are relevant.
If you own a shoe store, a natural supplemental item is a pair of socks or shoe polish -- asking customers if they want any DVDs just wouldn't make any sense.
If you're having a hard time coming up with supplemental items that you can sell, take a critical look at your industry.
Consider what items your competition sells and put together packages to highlight these items.
If you're stumped for ideas, visit your competition's website or do a little Internet search to determine which products naturally go together.
Or, just talk to your clients who are visiting your trade show booths and ask what they would like to see in your store.
Put Different Packages Together For Customers Additionally, you should also offer a few different items.
For instance, in the shoe store example, you can sell additional items like socks, shoe polish, matching belts, handbags or even hats.
You can sell a pair of shoes and a matching handbag at a discount and then increase the discount when more items are sold.
Your clients will feel like they're getting a deal, which can encourage them to buy more.
Also, when you're customers can choose from more than one package, they'll be more likely to find one that perfectly fits their needs.
If your employees aren't used to upselling when they're in front of your trade show booths, it can seem forced and awkward.
The best thing they can do is just to continue practicing these selling techniques.
The more experience they have with them, the easier it will be in the future.
While some customers will always say no to your additional offers, many businesses find that simply asking a client to purchase more can result in up to a 30% increase in sales.