WHAT IS ACRELIA NEWS?
Email marketing platform with everything you need to design, send campaigns, and perform upmost efficient tracking
SIGN UP NOWA sales tactic that involves proposing to a customer the purchase of a higher-priced product than the one they are currently considering. The proposal can be made by the seller or through email, especially during service renewal.
Not all products or services in the catalogue lend themselves to suggesting a more valuable one. Therefore, the first step is to identify which products are most suitable for using this tactic. The rest can be earmarked for cross-selling or perhaps reserved for a more specific promotion, depending on the business model.
To assist the sales team, a list of the advantages of the higher-priced product compared to the one the customer initially requested can be compiled. The most obvious difference is often the size, although there may be other differences that the customer finds more relevant. It is essential to understand the customer's needs, not only to try to sell more but also to help them choose what will truly add value.
The approach to proposing the new product can be more or less aggressive, but it is advisable to present it as a suggestion rather than an imposition to avoid tempting the customer to seek another alternative. If the customer sees the change as something that provides better service and it is well explained, there is a higher chance of success.
The most common application of this tactic is in businesses with product ranges or different sizes, as well as in services organized into closed packages. In such cases, it is simply a matter of highlighting the benefits of the immediately superior option to make an up-selling sale.
Some examples include upgrading from a simple menu to a premium one, transitioning from a regular TV to a smart TV, moving from a mid-range mobile to a high-end one, upgrading from basic maintenance service to a more comprehensive one, switching from a package with minimal features to one with several advanced features, opting for a larger-sized regular cream or an economy-sized one, or choosing a superior room with a view over a standard room—always within the same type of product or service, as otherwise, it would be cross-selling.
The sales representative, whether in-store or through email marketing, needs to identify a feature in the next price range and leverage it to persuade the customer to choose it. This can be done by highlighting it as the most relevant or by emphasizing other complementary features.
© Copyright 2024 Acrelia News | Terms of use | Cookies Policy | Legal notice | Privacy Policy
