UpSelling Tip 1: Be Specific

It is important that in all your messages and offers, you use the name of your client or refer to your clients as "you."

For example, if your offer upsell is worded as follows: " It is recommended to customers who buy this product because ... .." Surely your future customers may think it is not necessarily advisable to buy the product you're offering.

However, if you rewrite it as follows: "We recommend X product that (adds something of value)", your customers will perceive your recommendation as a more personalized message and are more likely to consider it.

UpSelling Tip 2: Prepare your offer in advance

When implementing the upsell, you must be prepared before the customer purchases your product or service. 

In itself, you must prepare a series of offers, per product in order to offer it to your prospect. You will achieve this by knowing all the characteristics or details of each product or service you offer.

Remember, nothing destroys the credibility of the seller more than a bad knowledge of the products they offer.

Take the time to find a sales item for each product and create a “best alternatives” list.

This will help you a lot since each future client has unique needs and the products that you have for your additional sale, may turn out to be different for your prospect. 

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UpSelling Tip 3: Show the benefits of each product you offer

This technique consists of displaying the best-selling product next to the chosen product and making it obvious why the customer should buy the more expensive version.

In this case, demonstrate the value and characteristics of why your client has to purchase your second option and allow him to compare both products.

A clear example is when you enter a car dealership, the sellers put at your disposal an online tool, which allows you to configure and add features to the new car you want to purchase.

Usually you can choose several versions of the car model and you can immediately see a picture of what it will look like.

The difference between the most affordable and the most luxurious versions is very noticeable and you begin to think that it is worth paying a little more to get a more elegant car.

UpSelling Tip 4: Be reasonable

When you implement an upselling on a product, remember that it should cost slightly more than the chosen product.

Take into account that if the price difference is greater, your client will take longer to buy from you and will postpone the purchase or keep the chosen product.

What's more, it is recommended to sell products that cost no more than 25% more than the chosen products.

UpSelling Tip 5: Boost your e-commerce

If you have an online store and apply this upselling technique correctly, it will surely increase your income.

In itself, most e-commerce platforms have built-in sales tools and they do this by linking each item with the corresponding products and creating web pages (landings) in which they show the upselling chart. 

However, it is better to display the offer on the checkout page. Even if your customer has multiple items in their shopping cart, your platform has to decide which item to sell as it is unwise for you to bombard your customers with dozens of offers.

It is essential that if you have an online store, you understand the algorithm of your purchase system, in order to be able to modify each personalized configuration that it generates and thus have more income.

UpSelling Tip 6: Offer your product that has the best value or the most popular

If you can display all versions of your products or services on one pricing page, you can give your customers a hint as to which version they should upgrade and opt for.

For example, this technique upsell is very popular among sales companies computer programs (CRMs or antivirus type), where the service is available in various options.  

For example, on our pricing page on Efficy , we have three plans from our CRM: Starter, SMB, Entreprise, and Corporate. Each one offers different options, depending on the number of users that the client needs.

This is key, as each "plan" gives customers an inside feel of what they will get with each version and an understanding of which option is favorable for their type of business.

UpSelling Tip 7: Add a Stimulus

Did you know that adding some kind of stimulus can significantly increase your sales?

Of course, you must decide which stimulus will be the most relevant and effective for your product and target group.

For example, an incentive that can be offering free shipping, giving a special gift in case your client purchased a product of yours of great value, etc.

Another good option is to offer discounts. For example, fast food restaurants offer large potatoes for a slightly higher price than small potatoes. However, upselling seems to be a smart strategy for the consumer and for the restaurant it is just another income.  

Be careful to give the appropriate discount or other stimulus that is efficient enough so that customers can purchase it and at the same time it is profitable for your company.

Now, do you know what other means of sale can serve you? Your own product. What's more, advertise somewhere in your product that you offer an improved version and explain how it is better.

A clear example is the instructions for use of a product or service. Use it as an opportunity to inform your customers about the upgraded versions and describe in detail all the additional features and benefits that you offer.

This technique makes your customers interested in the improved versions and increases the probability that they will buy from you again.