Last Updated on May 31, 2024 by Dave Schoenbeck
Extra sales aren’t just a bonus for small business owners; they can mean the difference between success and failure. When the stakes are so high, you want to ensure your employees do everything possible to sell add-ons.
The term “add-on sales” refers to selling a customer a product or service that complements the one they’ve already purchased—for example, selling an additional warranty and an expensive TV. Add-ons can be an easy source of income because you’ve already got a buyer interested in your products. If you’re not already doing this with your business, here are 5 tips for learning how to sell add-ons in just 48 hours.
How to Sell Add-Ons
1. Brainstorm Ideas
Sit down and develop ideas for add-on products or services that you could start selling. These will be things that logically complement your product or things that customers have asked you about. Think about the needs of your target audience, and the rest should follow.
Once you have your list together, be sure to share it with your employees and make sure they memorize it. It will be easier for them to learn how to sell add-ons if they don’t have to think of the additional offerings on the fly.
2. Set a Goal
Come up with several add-on sales you’d like to make in a week or month, then hold yourself to it. Create incentives for your employees to sell more add-ons, whether a prize or a monetary bonus. Even if you don’t quite reach your goal every week, striving for a particular number will make you far more likely to get more sales than if you didn’t have a goal.
3. Make Suggestions
The next step is to ensure your customers know your additional offerings. You can create different packages and advertise them on your website at a discounted price or mention the add-ons on each product or service page.
Most customers don’t even think of checking for anything outside of what they originally wanted to buy. It’s essential to make sure the add-ons are visible from the product page so that your customers will start considering them from the beginning.
4. Write a Script
The Balance mentions the importance of creating a unified sales approach when upselling. One way to do this is to create a sales script for your employees to follow when selling add-ons. This will guarantee that your employees hit all the most important points and have a consistent approach to the sales process. It also takes some pressure off the employees, making them more likely to follow through with the sales pitch.
5. Create a Sense of Urgency
Much of the time, the customer needs a slight push to commit to buying an add-on. If it’s expensive, it can be easy for them to talk themselves out of it or put off the decision until later by holding off on making the purchase.
When you’re trying to close a sale but can tell that the customer is wavering, create a sense of urgency to help them make that final decision. This could mean letting the customer know that the deal is limited to a limited time or while supplies last. If they feel like they’ll miss out unless they act now, they will be more likely to buy that additional product or service immediately.
Adding sales is easier than you think. If you’d like to learn more about selling add-ons and increasing your average sale, please fill out my contact form, and we can discuss other ideas.
Coach Dave
