In most cases, B2C sales techniques, when followed in sequence and following the rules of negotiations, lead to success.
When a person agrees to a deal, before it is completed, you can offer to buy another product at a higher price. This is called up-selling. The idea is that if the price is acceptable to the person, then there is a chance that he will be interested in another product, even higher quality. In this approach, the seller should emphasize the advantages of the product and justify the difference in price.
Up-sell and cross-sell
In situations where the consumer refuses to buy a product, explaining that it is too expensive, try to cross-sell – offer to buy a similar product at a lower cost. Here, it is important for the seller to prove that its characteristics can satisfy the customer’s needs, and the fact that the product is cheaper does not mean that it lacks quality.
The up-sell technique helps how overseas chinese contribute to business in the usa the B2C sales manager increase the average purchase receipt, and cross-sell helps retain the consumer.
Step 6. Closing the deal
If you have completed the previous steps correctly, all that remains is to push the interlocutor to make a purchase. Here are simple examples of how to do this:
Do you need help carrying the item to the checkout?
Should I send the goods via a delivery service or is it more convenient for you to pick them up yourself?
Do you have any other questions or can we proceed to checkout?
You can go to the checkout while I pack your item.
The cash register is there, I'll bring the purchase there.
The best way to lead a person to placing an order depends on how confidential your conversation was and on the personality of the consumer. Choose the method at your discretion, but remember that this stage is mandatory in B2C sales.
Stage 7. Upselling
Another effective method to increase the average purchase check. You can recommend the client to purchase additional accessories or services.
Upselling
Here are some examples:
for a laptop – a CD with antivirus software;
for the car – an additional set of tires;
for a multicooker - a set of dishes.
Such offers are often accepted, increase purchase amounts and do not bother store visitors.
Step 8. Exchange contacts
By doing this, you can strengthen your relationship and increase your chances of getting a regular customer. With their permission, you can send them profitable offers by e-mail or SMS in the future, and in the case of repeat purchases, their trust in you will only grow.
How to achieve multiple growth in traffic and sales from your website?
Alexey Boyarkin
Dmitry Svistunov
Head of SEO and Development
Read more posts on my personal blog:
I have always been concerned about the issue of moving to a fundamentally new level. So that the indicators would grow not by 2 or 3 times, but by several orders of magnitude. From a thousand visits to ten thousand or from ten thousand to a hundred thousand, if we are talking about a website, for example.
And I know that such leaps are always the result of painstaking work in five areas:
Technical condition of the site.
SEO.
Collection of site semantics.
Creating useful content.
Working on conversion.
And at the same time, every manager needs an increase in sales and the number of applications from the site at the moment.
To get this growth, download our step-by-step template for increasing sales from the site:
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