We want to make sure that our customers are spending as much money as possible with us, while not coming across as a product pusher and therefore only selling what’s of value to the customer.
The most obvious way to do this is to increase your prices. It’s a reality that prices will increase due to increased costs and inflation. Try to limit how often you do this and consider how you articulate these changes to your customer base.
Discounting can be a good way to get customers through the doors, but lead to a lower transaction value. Where possible, try to limit discounts and only discount end of line products or those becoming obsolete.
Bundling products or services together is a great way to increase transaction value. Package things together that complement each other.
Once again, offering payment options can allow customers to spend more money. If they can buy now and pay it off over the next 6-8 weeks, they may be more likely to buy more.
Upselling encourages customers to add on an additional product or service. A classic example of this is “would you like fries with that?”. So what classic upsells can your team offer?
Remember to sell the features and benefits of the product or service and relate it back to how it will solve a problem for the customer.