A Complete Guide On How To Upsell And Cross-Sell In Retail

By Shannon Aiken28/06/2022

A Complete Guide On How To Upsell And Cross-Sell In Retail

Written by Shannon Aiken

As the Head of Sourcing and Creative at Displaysense.co.uk, Shannon Aiken focuses on future trends, ensuring that every display product reflects both quality and the latest industry standards.

 

Upselling is a great way to increase sales and revenue. But what is it, and how can you make the most out of it? Our article explains all and gives you the tips you need to ensure you’re maximising your sales opportunities.

Table of contents

  • What is upselling in retail?
  • How to upsell in retail
  • Follow the rule of three
  • Get to know your customer
  • Know your products
  • Showcase your products
  • Display products at till points
  • Create bundles
  • Offer a perk

 

What is upselling in retail?

Upselling is when you persuade a customer to buy a higher-priced version of the product they originally intended to buy.

 

This is sometimes confused with cross-selling, which is when you persuade a customer to buy items related to the product they were initially looking for.

Upselling is usually easier than cross-selling, as customers are often willing to upgrade their intended purchase if the value is clear.

However, upselling is a fine art. You don’t want your customers to feel too pressured and uncomfortable. To help you get it right, here are some upselling techniques in retail.

 

Tips on how to upsell in retail

Follow the rule of three

The ‘rule of three’ is a great thing to keep in mind when upselling. This means offering your customer three options to choose from:

  1. The product they had in mind at the start.
  2. A slightly more expensive option.
  3. The ‘dream’ option at a high price point that may be outside of your customer’s price range.

 

Get to know your customer

The best thing you can do when upselling in retail is to talk to your customer about what they’re looking for. A personable conversation can go a long way when upselling or cross-selling.

 

Once you know more about the buyer’s intentions and goals, you can recommend items that are most likely to appeal to them.

 

Know your products

Deliver training to staff so they know your products inside out and can talk about their features and benefits to your customers.

 

Showcase your products

Of course, the best way to upsell in retail is to showcase your best products. You want to place these next to the lower-priced items, so your customers can compare. Some ideas include:

  • Creating a feature wall with your star products on display.
  • Creating a display using risers, blocks, and plinths to make your top products stand out.
  • Displaying high-priced clothing on mannequins in your store window and shop floor.
Customers pay 35% more attention to items at eye level – always use prime display zones for your upsell products.

Display products at till points

Using your till to display add-on products is a great way to prompt a last-minute purchase at the point of sale, particularly if you’re running an offer.

Create bundles

Another great way to upsell in retail is to create product bundles at a fixed price, or offer 3-for-2 promotions.

Offer a perk

Customers love to feel like they’re getting a great deal. You can persuade them to spend more by offering loyalty points, free items, or future discount codes.

 

Explore our display and merchandising range

Boost your upselling success – explore our display and merchandising range today.
Share