Cross Selling Archives - The Sales Evangelist

Category Archives for Cross Selling

Upselling, Dr. Carrie Rose, Donald Kelly, The Sales Evangelist

TSE 358: How To Increase Sales Through Effective UpSelling Offers

Upselling, Dr. Carrie Rose, Donald Kelly, The Sales Evangelist Today, we’re going to talk about how to increase sales through up selling offers. But first of all, I’ve got a few questions for you:

  • Are you currently making sure that you are up selling to your customers or are you too afraid to ask?
  • What kind of product can you create on the front end that makes your product or service be the upsell?

We have a very exciting topic on the show today and joining me is Dr. Carrie Rose. She is a Partner with Brand Legend Inc., that handles digital branding for clients where she specifically focuses on online course creation and info product creation.

Here are the highlights of my conversation with Carrie:

Once you’ve made the sale, you’re 6-7 times more likely to make another sale from that same customer if they are happy and satisfied.

Reason for failure to upsell: Fear

Are you good enough to make the sale? Are you enough to offer value in a more interesting way? Fear can play a role in this. But do you know your customer? Do you know what your customer wants? Checking in with people is the best way to start.

Ways to check in with your potential customers:

  • Surveys
  • Split testing
  • Reaching out to your current clients

Effective strategies for upselling:

  1. Reach out.

Reach out and find out what kind of product they’re wanting and develop that for them.

  1. Put a price on it.

People tend to attach more value to something they paid for. When they get something for free, they don’t necessarily value it and the same if you give it to them too low. Putting a price on it a little higher makes them respect it more and listen more.

Sometimes, too, having a cheaper item takes 2-10x work to sell it to one person versus having a higher price and you won’t have to sell it as much. With a higher end product, you earn more while using less time and less resources.

  1. Have the desire to just jump in and do it.

Sheer determination is key. Creating a course is a financial investment. But it’s a matter of pulling the trigger and giving it a go. Take the risk. Get uncomfortable in order to take chances.

  1. Desire less for perfectionism.

People are afraid to launch because they want everything to be perfect. And it’s never perfect until you launch. It’s never perfect until you get that feedback that tells you how to change it from the people experiencing it on the other side. Just go, see, and find out.

  1. Less transactional, more relational.

Whether you’re automating a process or not, understand that before the money was in your bank account, it was in somebody else’s bank account. Do personal phone calls when you follow up with them.

How to build yourself to take risks:

  1. Take action.

The magic that happens from going. The magic that happens from momentum. You can have a vision board all day long, but unless you do something about it nothing will happen.

  1. Ask for it.

Be brave about it. If you find out you’re asking for a price that is not selling, then change the product or service or price. You basically get data from it and it’s where you can make your decisions on.

  1. Make it a habit.

When is the right time to upsell? Always. Just always ask for it.

Upselling Lines and Phrases:

Be natural. How can you be natural? Build that personal relationship first. When you’re invested in your clients, it’s a lot easier to ask. You’re asking from a place of heart and not from a place of trying to make money.

Carrie’s Major Takeaway:

Ask. Develop a method for feedback you can tie to your business that works for you. Find a system that makes it personal. Develop a series of questions inside of your business to clarify how you’re supporting them. Find out what else they want. Make sure you’re focused on them and doing your research.

Episode Resources:

Get connected with Carrie on www.drcarrierose.com or www.brandlegend.us. Also find her on Facebook.

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The Sales Evangelist, Donald Kelly, Donald C. Kelly

 

Cross Selling, Upselling ,Drift Startup, The Sales Evangelist Podcast

TSE 328: Cross Selling and Upselling

Cross Selling, Upselling ,Drift Startup, The Sales Evangelist PodcastToday’s episode is all about the idea cross-selling and upselling to your current customers and we have Kevin Karner on the show today to give us more insights into how this can be done effectively.

Kevin works at Drift that offers live chat upgrades for new businesses where they take chats onto your website with more accessibility and as a sales tool. Kevin runs the Customer Growth department to find customers and get them on board. Kevin previously worked at HubSpot. Listen in as he offers tons of great information about the importance of cross-selling and talking to your customers.

Here are the highlights of my conversation with Kevin:

Why people do not cross-sell:

  • Not knowing how
  • Fear of doing it

Finding good customers to upgrade:

  1. Track what kind of content they’re looking at on the site.

Flag them on the CRM for follow up and engage with these users.

  1. Ask people.

Put in different calls to action inside the product. You can put it directly or through in-app engagement every once in awhile.

How you can appear more human:

  • Customer support comes from the same person every time.
  • The same person follows up with you.

Effective ways to start engaging with the customers:

  1. Get people into a trial.

Get people directly into your product.

  1. Cut down the trial time to 14 days or 7 days, for instance, and it would make people actually use it.

Scaling an upgrade without adding more people:

  1. Create a task, role, or a position focused on driving upgrades using a consultative sales approach.

Results of upselling:

10-20% increase potential every month

Focus on problem solving

Numbers are crucial but at the end of the day, it’s about solving people’s problems.

Kevin’s Major Takeaway:

Talk to your customers. Just get on the phone with prospects. What are they looking for? What do you not have that they want? How can you make it so that they would want to buy your product? Get verbal feedback.

Episode Resources:

Visit www.drift.com or connect with Kevin at kevin@drift.com

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

The Sales Evangelist, Donald Kelly, Donald C. Kelly