Up-Selling

Up-selling is a sales technique used by salespeople and marketers who attempt to have the customer purchase more expensive items, upgrades, or other add-ons in an attempt to make a more profitable sale.

Up-selling usually involves marketing more profitable services or products, but up-selling can also be simply exposing the customer to other options he or she may not have considered previously.

Up-selling can imply selling something additional, or selling something that is more profitable or otherwise preferable for the seller instead of the original sale.

A great example of up-selling that you’ve probably have heard: “Would you like Fries with that.” Ever order an item off the televisions? Did the order taker offer you’re a discount it your purchase a larger quantity? Now, take a look at the directions on any almost any bottle of shampoo. Did you find the words “rinse and Repeat?” Repeat is the magic word. It changed the shampoo industry.

Another way of up-selling is by creating fear over the durability of the purchase. This is particularly effective on expensive items such as electronics, where an extended warranty can offer peace of mind.

This also works with things like expensive leather furniture, where the salesperson suggests that you also buy the conditioning kit, "to make the furniture last longer" and they throw in a lifetime supply.

What products/services can you offer as an up-sell to your clients and how have you worked them into your advertsing and marketing plans?