Selling an add-on is easy. It’s just a matter of selling a customer one or two more items than they originally intended to buy, and the benefits will add up fast—if you’re consistent. But the practice makes the most of the customer in front of you right now.
The key to successfully selling an add-on is to make sure that the extra item you suggest is a natural extension of what your customer is already buying. It’s a matter of making sure you have presented every option to your customer—and that includes things they may not have thought of, asked for or even knew about. For example, if a customer is buying a banner for an outdoor event, suggest:
- Hanging hardware
- Extra grommets
- Reinforced corners
- A more durable grade of scrim vinyl
But be careful. There’s a fine line between up-selling and overselling. Up-selling is helping your customer buy the highest quality to meet their stated needs. Don’t push a customer into buying something he really doesn’t want or can’t afford. Proper up-selling will create more satisfied customers. Overselling will create resentment.
Once you have zeroed in on the way the item will be used, a good way to win the add-on sale is to simply suggest available options. The pitch will come across more as customer service than as salesmanship. The key here is to know your customer. The better you understand your customer, the better you can meet his or her needs. It’s well worth the effort. Adding 5 or 10 percent to each sale in add-ons adds 5 to 10 percent to your bottom line. Appropriate add-on sales make for more satisfied customers, and that usually translates into repeat business and referrals.