The Key to Up-Selling
Up-selling is merely selling something more than the customers originally intended to purchase. Try providing options that increase the dollar amount of the sale.
For example, a customer wants to purchase a 100 minute tanning package, you can offer them an alternate package of 200 minutes with a lower cost per minute to try and entice the customer into buying a larger package. Another option would be to include lotion, tan extender and eyewear as part of a package upgrade. The same technique can be used for a customer purchasing lotion. The sales associate suggests an alternative lotion that provides additional benefits in line with the customer goals. Such as, if the customer really wants to have a dark tan and has selected a 4th dimension bronzer, the sales associate can suggest a higher priced 7th dimension bronzer to increase the client’s colour and rate at which they tan. Also try to recommend a tan extender that will prolong the life of their tan.
Use hands-on product demonstrations to help you up-sell. Uvalux provides free trial samples of some lotion products for salons to provide to customers. If a customer is not quite convinced to follow your recommendation of a product offer, provide a free sample first so the customer can try the product. Remember to reinforce the product benefits and ask for the sale!
The key to up-selling is to focus on the customer and provide solutions to their unique needs. Talk to the customer, build the relationship and listen. It’s a win-win for you and the customer. They are investing a lot of time, money and energy into their tan. Don’t you think they deserve the best lotion?
If you have a Marketing Minute that you would like to share, please e-mail me your promotional idea and if we print it you will be rewarded with $150.00 in product.
Thanks,
nik@uvalux.com
