Upselling is a sales tactic in which customers spend more than they had originally intended. In other words, a customer comes into your shop interested in one item. However, they walk out with more than the original item they had planned to purchase. In some cases, customers may not purchase the item they initially thought about. Instead, they checkout with several other items.
Whatever the case, upselling consists of getting customers to spend more. While that may sound straightforward, the big question lies in how to entice your customers to spend more. Therefore, we must understand what compels customers to spend more.
Let’s consider this situation.
A customer visits your e-commerce site. Your brand specializes in cosmetics. The customer wants to purchase skincare products. In addition to skincare products, they purchase eye shadow and lipstick.
Sounds great, doesn’t it?
Of course! But the question remains, what compelled the customer to purchase the additional products?
Was it price?
Was it quality?
Was it the brand?
All of the above?
The truth is that several factors go into upselling customers. While price influences upselling significantly, it’s not the only factor. There are other factors at play. When you see these factors in action, you can leverage them to your advantage.