Congratulations on making your big sale today! Celebrate it and earn a healthy commission. But making a sale is a one-time thing, you had a customer, he asked for a particular item at your Repair Store, purchased it and checked out! So, what comes next? Hopefully more sales, and that’s where upselling techniques come in to play. What are basically upselling techniques?
The upselling techniques actually belong to the sales strategies in which a salesperson at your repair shop is able to entice a customer to purchase more items in order to make a more profitable sale. Not only upselling is a great way to increase one-time revenue, but it actually helps you build a relationship with your customers that can increase your chance of getting repeat orders in the future. In this article, we’re going to share our favorite upselling tips and we’ll delve into some proven upselling strategies, so let’s get started.
Speak to Your Customer’s Original Need
Upselling should not just be a sales tactic to apply at your repair store but it’s about helping your customers win so that you can win too. It is always important to know your customer, but when it comes to upselling, understanding your customer and their requirements can open new avenues to upsell.
If you know what their needs ahead of time, you can put the upsell right into your original pitch, giving them the option, which you can hard-sell to them later. For example, many cell phone or Computer Repair Shops are able to sell extended warranties or insurance because they can confidently illustrate a situation in which such purchases would come in handy.
Don’t Go Overboard
Put yourself in your customer’s shoes to get a feel for what a person is looking for and how much they’re willing to spend before offering the most premium option. You don’t want to bombard your customers with product suggestions — after all, they have already made a purchase from your repair store, so you’re trying to help them achieve more success by offering other suggestions they can use.
Learn about the rule of 25, that is, the upsold products should not increase the purchase total by more than 25 percent. If it goes off budget and gets expensive, the additional product may start to seem like a second major purchase instead of a supplement to the first.
Be Urgent, But Not Pushy
Here goes an important point to be noted that there is a fine line between creating urgency and being pushy, and it can easily be crossed. Make sure that the customer visiting your repair shop is given a sense of urgency, or is offered some sort of limited promotional offer, that makes them consider the upgraded or additional purchase. Urgency helps in increasing the value of the upselling product and if your suggested item is available for a limited time only, or there are limited quantities, highlight this to your customer but do not push or force to buy.
Try Bundling Relevant Items
One of the most popular and effective ways to upsell is to bundle your repair parts, products or services. Customers appreciate if you package related items together and show that it’s more valuable and you can definitely increase your sales of all the items in the bundle. Try to make bundles that typically include a variety of products or services designed to meet your customer needs.
For example, offer a bundle of 3 products that includes a trendy cover case, Bluetooth handsfree, and any funky keyring, offer it cheaper than the cost of them separately. In this way, your customer wins because they are saving money, and you win because you’re making extra money by upselling something that the person probably wasn’t originally planning to buy. RepairDesk makes this easier for you by letting you create bundles against repair services or devices, all in a few clicks and offer bulk discounts afterward.
According to the experts, the probability of selling to an existing customer is 60% – 70%, meaning that if you already have a loyal customer, chances are they are going to trust you because of your decent connection with them.
When a customer takes an extra step towards you to spend more and remains loyal, take initiative and reward them for it. You can give them a complimentary phone sticker or can offer them a free gift or discount code for a future purchase.
If you aren’t upselling your customers and focusing on closing your day to day sales, you won’t be able to maximize your revenue. Upselling techniques, if practiced, can be of great benefit to any business in order to increase their profits and bring in more sales. Enjoy using the world’s 1st iPad POS solution for Cell Phone Repair Business.
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