Tips for How to Increase Sales with Add-Ons
Would You Like Fries With That?
This simple phrase accounts for a significant percentage of the 2 billion servings of fries consumed by Americans every year. This cross-selling trick has earned the fast food restaurant industry hundreds of millions of dollars in sales.
So if add-on selling and up-selling can deliver McDonalds enough profits to fill up Olympic-size pools, I can’t see why similar strategies can’t work for you! Follow these tips to jump in on the Add-On sales band wagon.
“Would you like fries with that?”
1. Recommend Something of Value
Before offering other products to purchase, take into consideration the product the customer is already buying and try to add value to that. Take a leaf out of Amazon’s handbook and provide relevant recommendations on what else could be bought. Limit your choice of add-on items to those that clearly relate to the original purchase. This recommendation tactic is especially important if you have a large inventory and allows you to expose all your offerings to customers.
2. Entice with Good Reviews
It’s a common notion that customers tend to like products that are liked by others. This is where testimonials, expert reviews, and user ratings come into play. This is why, Amazon does not title their recommendations as “Our Recommendations”. They say “Customers who bought this item also bought”.
3. Offer Bundles and Packages
Offer up additional items in bundles and make it convenient for your customers by packaging all items and selling them at a price lower than the sum of the individual items. This trick makes it hard for customers to refuse your offer due to the idea of getting to save on cost.
4. Small Add-On Offers work better
Keep in mind that the value of an add-on sale should not increase the overall order by more than 25%. Customers want to buy but they have a mental limit as to the extra amount they are willing to spend and this rarely exceeds 25%. So if the original order is $100, you should be cautious in your attempts to exceed that order by $25.
The good news is that upselling may be the easiest way to add more sale because you are selling to someone who is already buying. But to make this work you, preparation is key. Put your upselling strategy in writing and then practice it a few times before you try it on your customers.
Want to know more? Contact David Staughton today for his speaking availability!
