Grow your revenue—without ruining your brand.
It’s possible to upsell without being pushy.
Check out these 3 tips for upselling—ella’s way.
As a salesperson, your goal is to sell—and no matter how long you’ve been in the game, you know that some sales come more easily than others.
While upselling sometimes gets a bad rap, it generally falls under the category of the “easier” sale. And there’s a way to do it that can actually help you build relationships and paint your business in a positive light.
Here’s how:
Don’t arbitrarily upsell.
Just because you’ve got another, possibly better product or service available doesn’t mean the customer you want to sell it to actually needs it. If you’ve done your job, though, you should have a good understanding of your customer’s pain points and needs. Use that knowledge to personalize your upselling. Offer your customer something that solves their pain—not the pain of the business next door.
Make sure your customer is on board (literally).
Upselling before the customer is fully onboarded with the first product or service you sold is poor form (and does the opposite of making you—and your brand—look good). Once they’re up and running with what you sold them first, hit them with the value of what you’re trying to upsell.
Don’t forget about social proof.
I’ve personally never bought anything without reading the reviews. That’s how social proof works, even when you’re upselling—your customer will need to see how others have also used and benefited from the product. Does it have a five-star rating? Do you have testimonials? What about data that shows, in a quantifiable way, how others have seen value?
At the end of the day, upselling is all about proving value. Understand your customer’s needs, show how what you’re selling solves a problem, and demonstrate how other similar buyers have leveraged the product or service to their advantage. You might just make an “easy” sale—without being pushy or making your brand look bad.