Use These Tips To Ensure Successful Cross-selling Of Your Small Business
by Arina Smith Small Business 23 November 2018
Want to improve your sales? Not sure about what extras to add to your business so that your profit increases? Well, don’t worry, because this article will detail the what’s and why’s of cross-selling so that you’ll be able to use this technique to increase your business sales. Over the years cross-selling has been augmenting sales by making customers explore a new product in addition to what they plan to purchase. The new product, however, should be related to the product the customer is already seeking to purchase.
Some business owners may fear to practice cross-selling, as it may come off as manipulative or insidious, but it often acts affirmatively to the owners. Also, customers feel good, as they don’t have to visit others stores for those goods. It’s just like a restaurant serving dishes in almost all categories. With that in mind, here are few tips on how you can use cross-selling to boost your sales and in turn boost your revenue generation.
Be familiar with the needs of your customers:
The most straightforward way to get familiar with the needs of customers is to ask questions. Questions like, “We are also available on this platform, are you aware of it?” can be asked online as well as in person. Cross-selling also involves the use of common sense. As such, use your common sense and help customers with what else they might need in addition to the products they are buying. This can work out great if you are own a local business and are looking to break into an additional market. For example, if you are based in Houston you may want to check out some small business for sale in Houston to see if you can acquire them and create any cross-selling opportunities between your own business and any businesses on the market.
Make sure you have a properly trained team:
As everything has two sides, so does the art of cross-selling. The right way to cross-sell is to subtly inform the customers about other products associated with the main product. You then need to respond according to the reaction of the customer. Be cautious here, because repeating a cross-sell again and again may come off as desperate and it might jeopardize the whole process, which would be the wrong to go about cross-selling. This brings us to the third tip.
Flood your company’s website with pictures and content:
We all know how important a role the internet plays in our daily lives. So, the next best thing you can do is to improve your company’s website and flood it with pictures and content about the services or product you offer. The basic idea here is to educate your customers about the products you have and their range. So, the next time they need something related to your product or service offerings, the first shop that pops in their head is yours.
Exploit automation for your online recommendations:
This basically means that you would have to update your website in a way that it shows the related results with the main product. For example, If you searched for a football on your website, then it will show some footballs and also a few products related to it, such as football cleats and pads. For this, all you have to do is to add a recommendation engine to your website. E-commerce giants like Amazon regularly use the related product widget for this purpose, so see what you can find out there and use for your own needs..
Use emails to cross-sell your product:
The use of electronic mail has surely increased the reach of individuals across the globe. You can boost your sales by sending emails to your clients. These emails will contain customer testimonials, success stories, links to the window of your new product, and information about complementary products you offer. You can also learn email marketing to improve your game at this and send helpful content to your customers as well.
Making it a favorable experience for him:
No matter what you do, in the end, if it wasn’t a good experience for the customer, they might never come back. So, you need to make sure that buying something from your business is a good experience for the customers. For this, you must ensure that they get the proper value from your products or services. The customer might also reward you with recommendations if he ends up liking what you have to offer.