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Increase Your Sales without Spending a Dime on Advertising

hilton We were at the Hilton in Las Vegas recently for the New Media Expo. When we checked in, they offered us an upgrade for $25. We thought that an “upgrade” just meant a better room. But we knew we weren’t going to be in the room much. We’d be at the conference all day and meeting up with people in the evening. So why upgrade?

 

One evening, we were at dinner with some friends. One of them had upgraded. She got access to the spa and fitness center, a private breakfast, and more! As our friend described it all, we wished we would have gone for it!

However, the employee didn’t talk about the benefits (or even the features) when he offered us the upgrade. He didn’t give us a single reason to do it.

But at least he offered it; some employees don’t even do that. Or there’s the other extreme – selling so aggressively that you begin to wonder if what you were thinking about buying is any good at all. You start to question the company and its products or services.

We don’t know if Hilton…

  • has an incentive to reward employees who are successful at selling upgrades.
  • explains why upgrades are good for customers, employees, and the company.
  • Thoroughly trains their employees to present the benefits of upgrades.


We do know that …

  • We would have bought if the upgrade was presented how our friend presented it.
  • “What’s in it for me” applies to employees too!
  • We still love Hilton!

The power of offering more

Every sale presents opportunities for more sales. One of those opportunities is upselling – selling more of the same thing. According to the great book Yes! 50 Scientifically Proven Ways to Be Persuasive, customers like choices “that fall between what they need at a minimum and what they could possibly spend at a maximum.”

The authors say that if you give your customers two choices, they will likely choose the least expensive one. However, you’ll make more sales than if you don’t offer a second choice at all.

The magic of 3

When you add a third product or service to the process, magic begins to happen. When that third product costs more than the other two choices, customers tend to go for the moderately priced product instead of the least expensive.

georgeOne of my businesses was a heating and air conditioning business. We had always offered our customers service agreements – we would schedule preventive maintenance of their furnace and air conditioner. We expanded that offer to include predictive maintenance (we automatically replaced inexpensive items that regularly broke down) and an all-inclusive program (our customers didn’t pay for anything else). We found that we sold more agreements than we did before. About 8% of our customers bought the high-end service, around 12% bought the low end package, and the rest bought the middle one!

marylynn So it pays to present your customers with a good – better – best offering. Your sales will skyrocket … as long as you can get your employees to tell your customers about it! Do you have any examples to share of good or bad upselling? How about some suggestions on how your business upsells to customers? Share your stories with us by leaving a comment.

 

 

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(Image by Old Shoe Woman, CC 2.0)

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Mixing Business with Pleasure

las_vegas
We took the Bigg Success Show on the road for today’s post. Here’s what we talked about on the show …

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We’re in the Bigg Success Mobile Studio, broadcasting to you from Las Vegas. We’re here for the New Media Expo, which started yesterday.

This is the fourth annual New Media Expo, but it’s only our second. Last year, when we attended, Bigg Success was just an idea. We had our name, an idea and some business cards – that was it!

Now we’re recording Show #200!!

What a difference a year makes!

This year, the New Media Expo is so much different for us. Last year, we were completely green. It seemed like we didn’t know the first thing about launching a site or doing an online show. We got back to our room every day just exhausted.

Thinking is hard work!

Just like last year, we’re splitting up because there are so many great sessions with fantastic speakers. We’re learning a lot about the business side of our online venture. 

A chance to connect … and reconnect

Just like last year, the fun and education doesn’t end with the daily sessions. Every evening, there’s a networking party or three. We’ve already made some new friends – people we admire who are doing great things. They gave us some great advice!

We’re also reconnecting with people we met last year, as well as meeting some people in person for the first time who we know from networking online.

All work and all play

We’ve said before that work – life balance doesn’t work for us. We do better integrating the two together.

That’s what we’re doing on this trip. When we booked it, we found out that it was a lot cheaper to fly out of Vegas two days later than we originally planned. So much cheaper in fact that it paid for our hotel!

So we took the cue – we’ve planned a little extra downtime into this trip. We have a couple of days after the conference just for fun. For time together away from work. Yet it’s because of our work that we’re able to do it.

We feel lucky to get to work together and play together. That doesn’t work for everyone, but it does work for us. That’s the important thing – find what works for you and go for it! 

 

 

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