Upselling is when your customer places an order for a ring, and
you direct their attention to the matching pair of earings or necklace that is also available. Merely directing their attention
to the additional product is "up-selling".
So... how often do you Up-sell a customer?
This is a wonderful way to increase each sale and work wonders for your personal sales goals. Here are a few suggestions.
A
customer orders a necklace and lipstick.
Total order $24.98.
Let her know that a lip-liner will keep the lipstick
from bleeding and extend the wear-time,
and let her know that there are matching earings for the necklace.
She orders
both, new total $37.96!
A customer calls needing a foundation that will "work" for her oily skin. You recommend the
Smooth Mineral Foundation currently on sale for $7.99.
Upselling in this situation could go in any number of directions.
You could suggest the Magix Primer, or a brush for applying the foundation. You could also suggest the Transparent Glow mineral
setting powder, or the Mineral Bronzing powder.
Cross-selling usually occurs with those customers that only order
1 or 2 things. They may order just deodorant or just the SSS Bath oil or just the Bug Guard, etc. but that is "their" product
and they very rarely or never order any other products.
Cross-sellling takes a certain amount of "knowing" and
"listening to" your customer.
A cross-sell would involve noticing things about your customer. Does
she always seem to have dry, cracked lips or dry cracked hands? Suggest the Moisture Therapy products. The Intensive Lip Treatment
for her lips, the Intensive Hand Cream or Foot Works Cracked Heel Cream for her dry, cracked painful hands.
Does your customer always where the same tired shade of lipstick or gloss?
Toss some samples of a a new shade into her next order. Make sure that you remember to ask how she liked the sample before
your next order goes in.
Has your customer commented about her dull complextion? Offer a free
trial of the Anew 4-step Micro-exfoliant and Anew Retexturizing Peel. Or if a free trial isn't your thing, include several
samples of them in her next order.
There are several ways to suggest new products to a customer, and it
can be a very profitable to encourage a customer to try new products.
So... How often do you cross-sell to your customers?
