Upselling

"What do you consider "Cross Selling" to be?"

Cross selling has been defined as winning a greater share of our clients' wallets. I'll accept that as an adequate description . It's not a term I use in my work, really. However, when I observe the obvious examples around me, I would further say that the process has grown some legs in the direct marketing business, both legitimate and shady. It includes observing the behavior and buying habits of people, compiling mailing list databases, email addresses, etc. Businesses trade information and people are targeted for solicitation. Cookies and spy files are used on the web, of course. Those examples are ones that have made cross selling a controversal subject.
Try buying an Irish Christmas ornament from an advertisement in a magazine and not have your junk mail increase significantly.

Technology may change the method, and terminology may change the name, however the nature of Upselling and Cross Selling is unchanging.

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Originally Posted by Jolly Roger

Technology may change the method, and terminology may change the name, however the nature of Upselling and Cross Selling is unchanging.

And the nature is....?? I don't follow you. Good..bad..indifferent..what?

Certainly if technology or anything, or anybody, changes a method, its nature could change. For instance if a method were manipulative or deceiving, as some methods are, the nature of the matter would hardly be unchanging.

The nature of Upselling and Cross Selling is neither good nor bad. That's the point. Unscrupulous behavior and/or methods won't change that.

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Originally Posted by Newbie

Does anyone have any great "Upselling Techniques" they would like to pass along?

A technique that can be used in some retail situations is use of a checklist for the customer.

For example, in a paint store, when the customer enters the store and is approached by the salesperson, they could be handed a checklist, detailing all of the items they will need to complete their painting task.

So instead of walking out the door with just a tin of paint and paint brush, the customer also sees on the checklist that they will need a drop sheet, paint brush cleaner, etc etc etc. In this example, the checklist does the cross sell for you.

Very creative idea, Stephen. So simple--yet I'll bet very effective.

Quote:

Originally Posted by Stephen

So instead of walking out the door with just a tin of paint and paint brush, the customer also sees on the checklist that they will need a drop sheet, paint brush cleaner, etc etc etc. In this example, the checklist does the cross sell for you.

I Like It! What a great idea for uncovering a need.

Upselling

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