How about learning a little more about these techniques? Let's start with the difference between them.
What is the difference between cross selling and up selling?
Many people still get confused between the two. Both are strategies that tend to convince the customer to place a larger order than planned. In other words, to make a purchase larger than the previous offer. Among the differences, we can define them as follows:
Cross selling – Strategy of offering an additional product or service to the customer.
Up selling – Strategy that aims to offer a more expensive improvement, such as a Premium plan.
Imagine that you sell two people management software uk email address list packages that are divided into basic, intermediate and premium plans. You can offer cross-selling:
“Do you want to know more about our other software? It is more complete and offers other types of advantages”
or an up selling:
“Would you like to know more about our Premium plan? It gives you a greater advantage when registering employees and costs a little more.”
In both cases, the goal is to increase sales and get the customer to purchase more products or improvements, always according to their needs. These proposals can occur during or after the sale, for example, during Customer Success monitoring.
Now, see below some tips for applying these techniques in your sales process.
Adapt offers to the ICP
Having a defined ICP (Ideal Customer Profile) is important for any strategy. And with cross-selling and up-selling, this is no different. Knowing who your customer is, what they expect, what their purchasing power is, and having well-segmented companies can define the success of your strategy.
Adapting offers to your customer's profile is key to successfully cross-selling and up-selling. It's not advisable to offer a R$1,000 up-sell to someone who spent R$200 on a plan, right?!
By asking the right questions and knowing your customer, you can know which improvements will be most interesting for them to purchase.
Rely on customer history
A CRM with information about the purchases made by the customer is essential. This way, you can monitor what they have already ordered and, depending on their needs, put together a plan to offer cross-selling or up-selling .
Of course, this will also depend on whether these strategies have already been completed with the customer. If, based on the history, you can see that the cross-selling or up-selling has already been purchased by the customer, there is no reason to offer it again. Or, if after a certain period of time this proposal is interesting to the customer, the technique can be applied again.
Train your team
Your sales team must be prepared to pass on offers to the customer, always trying to maintain a “win-win” situation. Both your company and the customer must be satisfied with the purchase.
Keep in mind that this approach must be delicate, offering a greater value proposition to meet the customer's need and not wanting to push a product or service just to sell more.
Keeping an eye on customer relationships
The sales manager's joy is that the customer buys more and more and increases revenue. To achieve this, maintaining a healthy relationship and building credibility is an important factor for cross-selling and up-selling strategies.
The client must be aware of their own needs, the value that your service or product has for their business, and be prepared to receive another proposal from your sales team. Therefore, qualify the client before making the proposal. This will make all the difference when it comes to offering them a new level of service.
Cross-selling and up-selling are incredible opportunities to increase sales. However, to prospect qualified customers and generate these opportunities, it is essential to have a data tool for efficient prospecting . Get to know Econodata's Prospector and learn how to win more customers.