Image by Somia Lone on Unsplash.com
In a little beachfront cafe in southern Spain, the waiting staff know how to upsell.
Whatever you order, they always ask (and have done for many years), “Would you like chips with that?”
And it’s not because they know my family are British.
Even my poor Spanish understands the same question when posed to locals.
Upselling is something we’re all used to.
When you buy shoes, you get offered polish.
If buying or leasing a car, you create the spec adding the extras you want, like an engine or wheels.
And so the price of the original purchase or thing you went in for increases, like your waistline, if you keep saying yes to those chips.
There’s nothing wrong with upselling.
Buyers always have the option to say no.
And it’s where many businesses make their highest margins.
An alternative method is the car wash approach; you choose which level of cleaning service you want.
There’s a base price all the way up to a gold standard, showroom finish clean.
There’s a variation of this method that works brilliantly for making sales at trade shows.
It’s one of the things covered in Module 4 of my trade show marketing course.
You can see the details of what’s covered here.
Very best,