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Up-selling has none of the characteristics usually associated with selling. It is so easy that I’ve seen workers achieve high acceptance rates by reading from a script. Up-selling is simply offering a suggestion to an already receptive buyer to enhance the value of his or her purchase.
Present your offer casually, almost as an afterthought.
For example, if you were speaking with your customer in person while going over the condition of their vehicle you might say: “Your upholstery, carpets, and floor mats have some dirt and grease stains. If you’d like, we can quickly shampoo your interior which will effectively remove these stains while eliminating any unwanted odor. The regular price for all of this is an additional $110 but I’ll give it to you for just an additional $55 if you get it today.”
You can make this same offer on paper or post it on a website. It doesn’t have to be verbal to be effective.
Most auto detailing businesses I’ve surveyed report high acceptance rates for their up-selling offers. This is a big increase for so little effort. Plus, the profit from the up-selling portion often exceeds the profit on the initial service because there are not any additional expenses involved.
If you’re not making up-selling offers to every new customer or client, start doing it now. It’s an easy way to boost your profits fast with little effort and very little expense. Up-selling an interior odor removal services to your customers is a great way for your organization to sell more and derive more profits.
David J. Mazzarella is the president and CEO of Mazzarella Car Care Systems, LLC, a company, based in Boston, that researches and develops bio-degradable, environmentally safe chemicals for the detail industry. For more information, visit www.mazzarellacarcare.com/.