Page 105 - My Marketing Sucks Book

Chapter 17. Would You Like Fries With That?

That's called up-selling.
It is when you add a sale to a sale. Everyone understands the technique. Everyone

has had it happen to them and no one feels pressured when it's done properly.
Then why is it so hard for businesses to incorporate it as part of their sales

strategy?
The reason most businesses don't practice up-selling is because of their misplaced

perception that their customers don’t want to be ‘up-sold’.
Wrong!

Your customers want to buy on THEIR terms and not yours. As long as you remind
yourself that selling has NOTHING to do with you, but EVERYTHING with your
customer, up-selling comes very naturally.

Many people have a poor view of salespeople because so many of them are
annoying, badgering and make us feel uncomfortable. Teach your team to view
themselves as merely helpful advisors to your potential clients. When you make
the conversation all about what your potential clients wants, needs or desires

(and has NOTHING to do with your team member!) it will be smooth sailing.
Up-Selling is a Win-Win for You and Your Customer

I saw this first-hand as a young kid when I worked in a restaurant. Our manager
required us to turn around as the line was passing by (cafeteria-style) and ask

people if they would like onions, vegetables or gravy with their steak.
We were taught that based on the restaurant's prior experience, for every eight
people you ask, one will say yes.

It was true and almost an exact science.

The problem was you never knew which one of the eight was going to say ‘yes’.
As a result, you knew you had to ask pretty much everyone going by if you were
going to get a large number of ‘yeses’ that evening!

I learned pretty quickly that it meant getting rejected 88% of the time I asked.
Now, I hated rejection as much as anyone and always tried to avoid it at all cost.