Upselling is a great way to suggest alternative goods or services to the customers you already have. Encouraging them to consider any product that meets their specific needs is a smart strategy. Plus, getting someone who’s already sold on your products to buy more of them can be mutually beneficial. When you promote to existing customers, they can potentially get something they’re already looking for while you make a better sale – and build trust with repeat customers in the long term.
When close to closing a deal with someone, you can use a promotional drip campaign to send them relevant messages automatically based on their specific buying behavior. Whether they’re new-to-you prospects or repeat customers, drip email campaigns are designed to encourage hesitant prospects to convert to buying customers.
The benefit is all in the way you:
- Understand their perspective.
- Become a valuable resource to them.
- Solve their problems with relevant goods and services.
- Provide a great customer experience.
Here are seven tips for promoting additional products to your existing customers that can yield mutually beneficial outcomes.
1. Survey your customers on their experience with you.
Find out how they rate their purchase. Did they get what they wanted? Did your product or service provide value to them? If not, why not? If so, learn more. Were they able to achieve their immediate goals? How about their larger ones? Understanding their priorities will help in identifying how your products and services can continue to work for them down the line.
2. Figure out which people really need additional products.
If you don’t know why your customer might need a different purchase, then it’s not worth suggesting it. Doing so could be detrimental to an already good relationship. If you’re not going to provide them with another positive experience, or one that they think is pushy or not helpful, you risk losing their business altogether.
3. Emphasize the product’s need right now.
It’s called creating a sense of urgency. If you can convince your customer that the proposed product provides an immediate benefit to them, you’ll have a better chance of making the extra sale.
Offering incentives doesn’t hurt, either. Give them a discount if they act now. Let them know it’s a limited edition that’s available only for a short time. Or that you’re offering it to a limited number of repeat customers.
4. Present the opportunity.
If you see a way to help your existing customer with another product or service, let them know that. Discuss how you see that happening so your customer can understand it in the context of solving their problem. Tell them why an upgraded service may meet their needs better. This is you acting as a valuable resource – just think of all the search time you’re saving them.
5. Don’t be afraid to ask what’s next.
The perfect time to approach a customer about additional services and products can be right after you complete a successful sale with them. What could be an even better time? After they achieve something great as a result of your product or service. The key is to stay in touch with them, so you’ll know.
6. Show them convincing evidence.
In today’s marketplace, social proof could be the valuable evidence you need to convince someone they’ll benefit from what you’re pitching. Customer reviews and recommendations go a long way to nudge those who are on the fence to jump off, feet first. Especially when it comes to large, pricy purchase decisions, learning the success stories of other customers can give them the right peace of mind to finish the sale.
7. Make a plan to work together.
Start and nurture your relationship with a customer by agreeing on clear ways to measure success. With a good action plan that identifies your customer’s goals and strong performance indicators, it will be easier to keep track of your progress. You’ll also have the data you need to recognize upselling opportunities that sound great to your customer, too.