Upselling to existing customers, why wouldn\'t you?
Citation preview
1.
Are you missing Golden Opportunities
within your business
2. CUSTOMERMATRIX 3.
How can you improve your turnover without increasing the number
of your clients.
4.
Up selling
5.
Up selling
What is it?
6.
Dictionary definition is
Upsellingis asales techniquewhereby a salesperson induces
thecustomerto purchase more expensive items, upgrades, or other
add-ons in an attempt to make a more profitable sale
7.
Or
plain speaking
Everyone of your clients spends
more money with you.
8.
Why up sell?
9.
Why up sell?
Why not just go get another new customer
10.
It costs 10 times more to find a new customer than to retain an
existing client
11.
So, how do you know what bits of your offer
your clients are buying?
12.
So, how do you know what bits of your offer
your clients are buying?
How can you measure this, and have the information available to
you in a simple format to target those clients and areas of
opportunity.
13. YOUR CUSTOMERMATRIX 14.
Use a Spreadsheet
15.
Populate your clients down the left hand side
16.
Think about all the different elements that make up your offer,
what is it you actually do / sell?
Break it down (the more you can break it down the better the
information you will get).
Populate these across the top of the spread sheet.
17.
Populate these across the top of the spread sheet
18. 19. 20.
Complete all the elements of your offer across the top.
21.
Then identify what each of your clients buys from you.
You can immediately see the gaps. These are the areas
ofOPPORTUNITY
22.
Look at those elements that are not selling (Hi-lite)
The key here is to understand why? Is there a problem with the
product, is it the marketing or maybe its just a seasonal
item?
Whatever the reason you need to understand why.
23.
Then complete the rest of the gaps (in blue)
The coloured areas (yellow and blue) are your areas of
opportunity. This allows you to market your products to your
existing customers with a much more targeted approach.
