The Benefits of Upselling

Today I would like to talk about upselling and cross selling.

What is the difference you may ask?

Upselling is a strategy to sell a more expensive version of a product that the customer already has (or is buying), or to add extra features or add-ons to that product. If I’m buying a 27” TV and the salesperson offers me a 32” TV or an extended warranty, that’s an upsell.

Cross-selling is a strategy to sell products that are different — but possibly related — to the product the customer already has (or is buying). If I’m buying a TV and the salesperson offers me a Roku or Playstation, that’s a cross-sell.

According to Marketing Metrics, "the probability of selling to a new prospect is 5 to 20%. The probability of selling to an existing customer is 60 to 70%." Cross-selling involves selling additional products and services to an existing customer based on their initial purchase.

Our DYO saddles are a great way to upsell your customers. With our DYO saddles customers can create the saddle they want to meet their own need and personal style. There are a variety of options to choose from and many ways to add on the sale. Why go with a plain chocolate suede seat when you can upscale to the beautiful stitching for only $35 more? Or even better, the exotic print for $126. Upscale the silver conchos that come with the saddle to our beautiful and unique conchos for $96, or $136 with cinch plate.

Our saddle crosses, spur strap, and wither straps are a great way to cross sell. There are many styles to choose from and they go perfect with our DYO saddles. With Christmas coming up they make great stocking stuffer items.

When upselling, remember to keep options limited. Too many options can overwhelm the customer. Start off with a few suggestions.

Successful upselling begins with a solution to the problem. Not more confusion and questions. Make sure you know your customers and that you understand their wants, needs, and preferences.

Try bundling upsales with cross sales, such as matching wither straps and crosses to go with the saddles you are selling.

And remember to keep the rule of 25 in mind. This means that you shouldn’t try to upscale more than 25% of what the customer has in mind to spend. If they have in mind to purchase an $800 saddle, don’t try to sell them a $4000 saddle.

We have some early Christmas specials going on this month to help you with your upsales and cross sales this holiday season.

You will want to take advantage of free shipping on all DYO (Design Your Own) Saddles!

We also have 15% off all our wither straps, spur straps, and saddle crosses when you purchase 18, or 10% off of 12. And you can mix and match. For example 6 wither straps, 6 spur straps, and 6 saddle crosses. Or 9 wither straps and 9 spur straps, etc. We wish a blessed and prosperous holiday season and we look forward to hearing from you. Give us a call and our friendly staff will be happy to help you.

Alamo Saddlery

www.alamosaddlery.com

https://www.facebook.com/AlamoSaddlery/

PO Box 1407

10 Finegan Rd

Del Rio, TX 78840

800-687-7624

Find us on Twitter and Instagram and Facebook!

*sources:

https://www.business.com/articles/quick-tips-for-upselling-and-cross-selling/

https://www.maximizer.com/blog/5-basic-upselling-techniques/

https://www.groovehq.com/support/upsells