From a brand perspective, up selling is primarily about making more money from a single sale. Good up selling is often based on a good customer relationship. Suitable up sales are proof that you understand your customers by demonstrating an additional investment that is worthwhile from the customer’s point of view. If the package doesn’t fit, there’s a good chance that you’ll earn more on a one-off basis, but the customer won’t necessarily become a repeat buyer.
To enjoy the opportunities and benefits of up selling, you should invest time from the start and ...
- ... check your product range with regard to up selling opportunities and design it accordingly. This means not only identifying items that are suitable for up selling, but also working out its benefits.
- ... get to know your customers. There are numerous tracking tools for websites and stores to collect and evaluate data. But service hotlines or real experiences in stationary sales can also provide clues for up selling potential.
Once you have your foundation in place, there are various programs available that specialize in marketing automation alongside recommendation systems, through which you can run, optimize, and evaluate up selling campaigns fairly easily.