7 Ways to Upsell That Your Team Could Start Using Today

Customer acquisition is one of the biggest expenses for any company, but focusing on upselling to the customers you already have can improve revenue. Doing so increases order values and maximizes your ROI beyond acquisition. Here’s how your team could be upselling.

Have you been out to eat at a fast-food chain recently? Maybe you got a combo meal with fries and a drink, or some chips and guacamole to go with your tacos. These are prime examples of upselling, and the process can have a lot of value for both consumers and the businesses offering them. 

If you’re not upselling your customers, you’re likely leaving a lot of money on the table. Upselling, or increasing your average order value (AOV), is one of the best ways to increase your revenue. Customer acquisition can be expensive, so it only makes sense to leverage the customers you already have. 

Here are seven ways to upsell that your team could start using today.  

Make the offer relevant

Your customer becomes a customer with the purchase of a single product. The key to getting them to buy more is to provide relevant offers that supplement or improve upon their original purchase. If you sell knives or pencils, for example, sell a sharpener. If you sell software, you should also sell a training for it. If you sell glasses, sell storage and cleaning solutions to go with them.

Be mindful of pricing

A good rule is that upsells should be half the cost (or less) of the original purchase. Companies that want to target higher upsells would be wise to offer transparent payment plans, such as $25 per month for six months. This can help customers rationalize the price, plus create the illusion of a lower cost. 

Let customers complete their original purchases first

Don’t bombard customers with upsells before they’ve completed their original purchases. This practice can come across as pushy and deter business, as your customers may decide not to proceed with the initial purchase if they have to sift through multiple pop-ups to turn down upsells. One of the biggest reasons customers abandon their shopping carts is because of increased costs, after all, so upselling before they’ve finished check out is risky. Instead, show your upsells after they’ve made their initial purchase. You can make buying even simpler by eliminating the need to re-enter payment information.

Identify sales trends

Using data to define sales trends can help you understand what customers are purchasing, which items they’re buying together, and which items you can cross-sell to increase AVO. You may begin to notice commonalities amongst customers after the first few upsells, too. Keeping track of these traits can help you develop a customer profile of who benefits most from your additional products. This can also help you forecast sales and proactively identify future upsell opportunities. 

Cross-sell where you can

Cross-selling involves suggesting other products in which customers may be interested. Amazon does this very well: Anyone who has purchased something on its platform has likely see a “Frequently Bought Together” section where it will suggest items that are relevant to your purchase. Purchasing kitty litter may result in the suggestion to buy cat litter pan liners, a litter scoop, or even cat toys, for example. 

Minimize risk

Backing your products with a guarantee not only says you believe in what you sell, but also provides customers reassurance that they won’t be stuck with something that does not work for them. An easy return process for an online store makes it much easier to go through with a purchase, too, as buyers know they can return an item if it’s not exactly what they want. Gain your customers' trust by offering a great guarantee. This will help minimize risk and make your upsell more likely to succeed. 

Use social proof

Have you ever shopped for something and pulled the trigger only after reading the customer reviews? You’re not alone. Most people making expensive purchase decisions need social proof, or evidence and data. That includes upsells. Gather your social proof before you engage a customer with an upsell, as it can really bolster your sales team’s pitches. It can be a powerful tool to convince your buyer to take the plunge with their purchase.

The fact is that upselling both increases your average order value as well as customer lifetime value (CLV). Loyal customers are 15 times more likely to spend with your business than intermittent ones, after all. They’re also more likely to spend additional money with your business if they remain customers. 

Get the help you need to scale your business

Sales is a tough job on its own, and knowing how to upsell effectively can make it even more tricky. Sometimes all you need is expert training to ensure your team is selling – and upselling – as effectively as possible.

At MetaGrowth Ventures, we help you ditch the daily grind of “founder selling” by training your amazing team of dedicated sales professionals to do your selling for you. This frees up your time so you can focus on what really matters: Your growth strategy. Contact us today to learn how we can help you build a dream team to start boosting your sales!