Forums: Discussions for entrepreneurs and small business.

Add-on sales. Companies that employ this as an SOP on a regular basis know it works. Once you have a customer buying, sell ‘em something else. It’s a fact – it’s a lot easier to sell someone an additional item or two once you have them in your store and they are already buying … and it applies whether it is a brick & mortar or an online store; B2B or B2C. 

 

Do you want to “Supersize” that order? How ‘bout fries with that order? You see and hear it everyday in all kinds of businesses. Haberdasheries of years gone by knew if I guy came into the store to buy a suit, there was a good chance he’d buy some socks, too. And maybe a pocket handkerchief, a shirt, a tie and maybe even a belt. It just works. But you have to ask for the order.

 

The big online retailers do it, too. Ever bought a book at Amazon? Once you search or buy, they tell you that people who bought the book you are buying also bought this/these other books. They plant the seed for add-on sales. They know there is a good chance – since you are in the buying mood – that you will consider buying more. Don’t have enough in your shopping cart to get free shipping? They remind you and suggest you buy more.

 

Whether you`re selling delicious dips, trendy truck gear, out-of-this world body oils, treasures from near and far … there is always the opportunity to make an add-on sale before the customer checks out. It’s a matter of asking for the order.

 

One way I have helped businesses I work with remember this is with a simple word: AWESOME – Ask What Else, Suggest Other Merchandise Everytime. I can’t take credit for this acronym. I saw it many years ago as a note on a cash register to remind the clerks to always think AWESOME selling. I asked the owner if I could steal his idea. He said, “Sure, I ripped it off from someone else, anyway.”

 

Increase your orders from existing customers. Think AWESOME selling. Your bottom line will improve.

 

R@

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Richard Arnold · Key Concept Writers · Business Communication: The "Key" To Success· Law of Attraction Blog · Life Ain`t Brain Surgery Blog

Great post!  I push and push that with my members.  I sold shoes during college and while I HATED suggestive selling, ("would you like a matching purse/socks/shoe polish with those shoes?") I always made MORE commission when they said, "Yes" to those items so it made it worth it to try. 

I love the ecommerce solutions that allow you to suggest products before the sale is made.  In the scrapbook industry, there is a company called Qbaroo that sets up web stores for people.  They have a gallery feature that can show a scrapbook page and then underneath, it shows all the products used on that page and you can instantly purchase them all.  It`s really smart to say, "Hey, look down here - if you like this page layout, buy everything right now for it!"

My mom uses Prestostore (www.prestostore.com) for her scissorfob business and it allows her to suggest a pair of matching scrapbook scissors upon check out.  She`s sold more scissors that way (get the pink scissors to go with the pink scissor jewelry!)

I push that with my own members.  I tell them not to design a class that doesn`t give them the ability to sell AT LEAST 10 things to their students.  If you are just teaching for the heck of it and not teaching to SELL PRODUCTS, then you`re JUST a teacher and not an entrepreneur. 

~Kim