One of the best ways to increase sales and revenue is to upsell, downsell, and cross-sell the same customers and accounts.
Here are the Best 6 UpSelling and Cross-Selling Prospects Tips for 2021:
1. Get to Know Your Audience
You may already know about buyer personas, but it’s important to get to know your audience once they’ve already bought your product, too.
Use demographic and psychographic information about your customers, along with customer feedback, to create personas for your customers and understand their goals and their challenges in order to identify the products you could cross-sell and upsell that are most useful to them.
This upselling and cross-selling new prospects tip came from HubSpot.com “Cross-Selling and Upselling: The Ultimate Guide”.
2. Track the Customer Journey
In order to make sure you are upselling the right products to the correct customer at the proper time, it is important to flag potential upsells by tracking the customer journey.
Customers tend to communicate through more than one medium when they are serious about purchasing, so keep track of them through a CRM. An integrated CRM will let your entire company to both understand the specific customer and allow anyone to both cross-sell and add to the customer journey.
This upselling and cross-selling prospect strategy came from MapMyCustomers.me’s “The Importance of Upselling and Cross-Selling in Sales”.
3. Try Bundling
For example, if you are a Tech company, you can sell WordPress templates, plugins and logos all together in bundles as opposed to separately as standalone items.
The chances that a consumer will purchase all three of these items increase dramatically if they can do so with one single purchase, as opposed to three separate purchases.
This, in turn, boosts your company’s revenue.
Business.com’s “Super Sales Strategies: Quick Tips for Upselling and Cross-Selling” will help you upsell and cross-selling prospects more effectively.
4. Watch the Price
Like upselling, price is a factor with cross-selling.
Cross-selling tends to be more successful when suggested products or services are half-price or lower than the item being purchased.
This cross-selling prospect tip came from Conga.com’s “How to Use Effective Upselling and Cross-selling to Increase Revenue”.
5. Keep It Simple
Offering too many products or services at once can backfire by creating confusion and diluting the customer’s attention. Teach your reps to limit their upselling and cross-selling efforts to only a few items that provide clear benefit to the customer.
As they work with the client and build a long-term relationship, more opportunities to sell additional products or services will naturally arise.
This upsell and cross-sell strategy came from BrooksGroup.com’s “7 Tips Your Sales Reps Can Use to Master Cross-Selling and Upselling”.
6. Let Them See for Themselves
Sometimes the best way to convince a customer that they need your latest offer is to give them a trial. Let them have a go for themselves, so they can test it and see how it works for them.
This can work well for online services, as time-limited access can be easily granted. Feedback on their experience of the trial will also prove valuable to you as you approach your next customer.
This upselling and cross-selling tip came from Sales-i.com’s “How to Upsell and Cross Sell Effectively: 5 Top Tips”.
How Will You Use These Top UpSelling and Cross-Selling Prospect Tips in 2021?
UpSell and Cross Sell Pro Tip: Before you start a proactive upsell, downsell, or cross-sell campaign, be sure you have the correct B2B lead generating and sales prospecting tools to find email addresses, direct dial phone numbers, and even cell or mobile phone numbers for the Decision Makers you are targeting for your outreach.
Swordfish AI provides the most accurate B2B contact information, including cell phone numbers and email addresses of executives, managers, and key decision-makers. Try Swordfish AI now.
Cover Image Licensed from: 123RF.com / Vitaliy Vodolazskyy.