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Upselling – What’s That?

Are you looking for a marketing tactic that won’t cost a bomb. Well here’s a cracker which when applied well can work wonders. It’s called upselling and is basically when you try to sell additional products or units at the point of sale.

For example, you walk into a burger restaurant for lunch:

You: I’ll have a Big Mic meal please.

Cashier: What drink would you like?

You: Cola please.

Cashier: (and here’s the upsell) would you like to make it large for an extra 30p?

It’s as simple as that. The restaurant adds 30p to your bill, a dozen more fries and a lot more ice to your drink, and there’s an extra slice of revenue straight into the cash register for very little extra cost.

So how can you do this? Have a think about complimentary products you can offer. If you’re an architect, can you sell photographic services to clients to record their newly completed home on completion? If you’re a café, can you offer a meal deal for a sandwich, drink and bag of crisps for slightly less than the individual items. As a book vendor, how about a discount for multiple purchases?

And this leads nicely onto a whole new marketing topic – joint venturing. You don’t necessarily only have to offer products or services you can personally deliver. How about partnering with another company to deliver the upsold services? This may reduce your margins, but think about all of the other potential advantages it offers.

  • http://www.bid66.com/ bidding sites

    Wow i never thought i was losing money by up-sizing my deal. This is really a great way to earn some extra bucks.

  • gourav

    I think another good strategy is cross-selling. Cross-selling is to sell another product/ service that is “horizontally-related”.

  • http://hubpages.com/hub/There-are-many-forex-strategies-which-works-the-best Forex

    Upselling and cross selling are smartest way to increase you sell. Today is the time of fierce competition, you need to have multiple selling skills to survive in any market

  • http://londonlistings.ca/ Andrew

    Upselling is a great way to increase your revenue and making your clients/customers happy with their deals. Thanks for this great blog!

  • http://www.dobox.com/ Bruce

    I so remember this line, because I used to work at this restaurant as service crew when I was still in college, :) And I must say that upselling is a sure way to increase your sales :)

  • http://www.howcanigetpregnant.org/pregnancy-miracle/ Pregnancy Miracle

    Upselling sounds interesting to the customers. People would think they saves a lot and have taken advantage of their item or product by upgrade it to something else in a reasonable or promotional price.

  • http://www.pwrsites.com Rob

    A good way for web developers to leverage upselling is to offer monthly plans. You could put together a small monthly package including simply a google analytics report & SEO report.

  • http://www.wiglingtonandwenks.com Kids Games

    Great post. Upselling is to enhance or sell product/service that is “vertically-related” to the core product/or sevice.

    I think another good strategy is cross-selling. Cross-selling is to sell another product/ service that is “horizontally-related”.

    Best regards.

  • http://forexstrategiesnew.com Forex strategies

    Upselling is the smartest way. Another example is; a travel company offering free stay for a day in a travel package which would not attract visitors on those days. Your stay would be free but rest of all would be chargeable.
    Be innovative, thats need of the hour.

    Ashok

  • http://www.netchunks.com Wen Magazine

    Upselling seems to be a pretty good idea from how you put it up in this post. I have never tried this tactic (surely it does not cause a bomb) because of the lack of knowledge. You have cleared my brains about the concept of upselling but now I am looking at learning HOW to upsell. Maybe I will figure it out slowly. Thanks

  • Andy Bargery

    Thanks for all the comments.

    It seems the common experience of the upsell is in the food service business, with McDonalds leading the charge with its supersizing.

    But there are plenty of upsell examnples on bigger ticket items too. For example the Mercedes dealer who convinces you to upgrade to heated seats and an enahanced air conditioning system. Or the railway operator who charges a weekend upgrade plrice to first class travel, or the housebuilder that offers stone kitchen surfaces as an extra.

    There are plenty of applications of the upsell, it’s just finding the sweet spot for your customer base.

  • http://www.seohost.com/ Andrew Sullivan

    Yeah, i have been through all this process, i have worked with Mc-donalds for three years, they teach how to increase your sale through upsell & how to be polite with customers.

  • http://www.weddinggownswholesale.com china prom dress

    I must say that upselling is a sure way to increase your sales. this is very good

  • http://www.carp-fishing-rods.co.uk Matt

    A lot of young people scoff at working in such establishments but they offer good training schemes that teach such valuable lessons in life like the art of up selling and how to deal with difficult customers effectively. As an employee I certainly wouldnt turn anyone away from interview simply because they had worked in such establishments.

  • http://www.digitalroom.com/brochures-printing.html Kay | Brochure Printing

    I so remember this line, because I used to work at this restaurant as service crew when I was still in college, :) And I must say that upselling is a sure way to increase your sales :)

  • http://www.citycan.com Mortgages Toronto

    Upselling is a really good way to increase your sales. When I use to work in the food service they taught all the employees on how to upsell.