Several businesses, big and small, are constantly looking for different ways to sell their products. For example, advertising is a great way to make the TG aware of products in the market. You enter a shopping mall and you see a good deal of ads. However, not all businesses can afford advertising. Big organizations can but, what about small businesses and individuals? Are there simple ways to market your product without spending too much?
Yes, there are!
Up-selling and cross-selling are common marketing techniques that do not cost you much at all. It is a very common practice mastered very well by super markets and giant food chains like McDonalds, yet small businesses dont use that effectively or often. When practiced well, they can prove to be very effective for small businesses.
What is up-selling?
When you try to sell a more expensive product to a customer willing to make a purchase, it is called up-selling. Let us say a customer is looking for a coffee mug. You can simply ask them, “Would you like a bigger one?” or “Would you like a stronger one?” something similar. Typically, the product you suggest would be higher priced.
What is cross-selling?
Let us take an example. In a restaurant when a customer orders a cup of coffee, the waiter suggests other related items on the menu – say a cookie. When a customer buys a pair of shoes, the sales guy might ask him if he would like a pair of socks too. This might induce the customer to buy them as well. This way of suggesting complementary products is called cross selling.
Time
The time when you suggest the product is important. It comes with experience interacting with customers. When you make the suggestion at the right time, you might end up making a sale. Otherwise, you will cut the picture of an unpleasant salesman.
Force sale:
You cannot bully a customer into buying a product. When you suggest related products or more expensive products, please take care that you only “suggest” and not bug the customer to buy them.
Stay relevant:
Also, do not try to overload the customer with suggestions. They might get irritated. Suggest something that is only relevant to what they are looking for.
These are some things to note when you do up-selling and cross-selling. Practiced well, small businesses can really sell more without pouring money into advertising.
How are you marketing your products/services? Share your thoughts below!
