Upselling is one of the popular tactics in many businesses to increase sales profit. This sales technique influences customers to buy a more expensive, upgraded product or service to achieve greater sales profit. Many bigger organizations or businesses often use Upselling and Cross-selling sales tactics to help maximize their revenue growth.
A HubSpot survey in 2022 revealed that 72% of people who use upsell and 74% who use cross-sell said that it drives their revenue growth up to 30%. This data opens up actual profit, and revenue growth businesses gain through sales upsell and cross-sell tactics. Though sometimes people take these sales tactics and strategies in a negative way but if it goes right, then it can actually improve customers’ buying experience.
Actual Concept of Upselling
Upselling encourages customers to purchase a more expensive, comparable, premium version of a product. In the upselling strategy, you have to develop your product better than the previous one, in which customers take more interest. If customers find a premium version of that product, they are likely to buy it at a high price. You can gain loyalty and satisfaction from customers as you offer them a high-quality product. Generally, existing customers are more likely to purchase your upselling products than your new prospects. To make it more simple, we try to understand upselling with an example.
Example of Upselling
Suppose there is an electronic company that sells earphones to customers. If this company has to earn more profit from that electronic product, then it has to use one of the tactics. Sales representatives in this company suggest adding a new noise canceling feature to the same earphones. Then this same earphone with added noise canceling feature comes into the market at a higher price, and customers happily buy it. So, this addition of new features by increasing the price of that product is exactly what we call upselling of the product. This upselling tactic fulfills the needs of customers in a better way and generates good profits for sellers also.
I think the above upselling example can give you a clear idea of the Upselling concept in sales tactics. In this article, we will discuss how upselling helps businesses by offering several benefits.
- Increase revenue of the business
Business growth is not simply retaining customers you have. It is important to increase your profits and business revenue wallet by selling your products to existing customers. The upselling strategy offers a superior and expensive product to customers, which they buy to fulfill their needs in a better way which adds profits to the company’s revenue. Upselling is the best marketing strategy because it gives you return money instead of spending to attract new customers and buyers for your products.
- Increase customer loyalty
In fact, upselling sales tactics are closely related to customer satisfaction. In business, customers’ loyalty and retaining ability are the major problems leading to the steady growth of the business. In upselling, you increase the average order value of the product along with its durability and quality experience from that product. So, this quality enhancement of product helps you to gain cusomters’ support and retenation. These added features impress customers to buy your product without regretting extra costs. If those upselling features are better than the previous version of that product, then customers become more satisfy and loyal toward your product brand.
- Enhance ROI
Upselling offers your quick business profits with a high return on investment. After hard work of marketing, finding customers, and selling desirable products, you must focus on upselling your products to increase the company’s ROI. If you do not apply this tactic to your products, you literally lose half of the money of your profit margin. Increasing interaction with your current leads can give you more orders and opportunities to apply this strategy to generate better ROI profits.
- Improve customer lifetime value
Customer lifetime value is the average value spent by customers on your business or product during the lifetime of a business relationship. You can categorize your customers into less profitable, profitable, and highly profitable, which gives you a clear value of CLV. Upselling is one of the best techniques to raise Customer lifetime value for your business. Improved features in your products force customers to come back to your business to buy again, and this strategy allows you to add new features to the product. The return rate of customers towards your products strengthens your business relationship for a lifetime which likely tends to increase the CLV of your company.
- Offers flexibility to customers
Upselling and cross-selling strategies not only generate business sales profits but are also useful in giving the best convenient service to customers. In upselling, you give add-ons and updated service with your product, which allows customers to choose what they want according to their requirements. This convenience deepens customer relationships with your company for a long time.
- Balance growth of new and existing customers
Upselling helps your organization to maintain a healthy ratio of new and existing customers. Existing customers are more likely attracted to your deals and premium than new buyers. New customer growth is essential to build the future of your company, and existing customers are the survival of your company. So, applying an upselling tactic wisely gives you a good response from both type of customers in the market.
These benefits of upselling greatly assist your business in generating considerable profits with customer satisfaction. Upselling is not a dirty tactic at all. It is one of the best marketing strategies to balance the profits of customers and sellers in the market. So businesses must use this tactic by doing deep research of the market, which gives you the correct idea about how to apply it for your business.