4 Steps for Better Cross-Selling Opportunities
by A. Waqas
Cross-selling is simply selling an additional product or service to your existing customer. It ensures that you are not only retaining your customers but also satisfying them with your services. It is extremely beneficial for any company as you are getting sales without spending anything extra on marketing. A CRM solution can be vital for increasing your cross-selling opportunities as you have a lot of customers’ data to process and analyze. Here are 4 easy steps to create more cross-selling opportunities with the help of a CRM.
1. Using Analytics
It is easier to find the customers that are most satisfied with your services and products with the help of CRM data analytics. All the conversations with the customers can be saved conveniently. Furthermore, you can deploy targeted marketing campaigns for customers who were engaged most of the times during a certain time frame.
2. Finding the add-ons
After you have targeted the potential customers for cross-selling it is necessary to find the right add-ons along with your service or products that you are going to sell. It is also important to understand the customers’ needs and offer them the best available opportunity. Analyze the customer’s data properly before offering a new product or an add-on to increase the selling chances.
3. Effective Pitch
You need to make a timely effective pitch in order to grab the opportunity. If you have got a customer that has already ordered a certain product for few hundred dollars you can offer a 10% or 20% discount if he/she buys an add-on with the previous order. With the help of a CRM, you can offer more relevant products along with the ordered ones by a particular client and increase the sales by 30% to 40%.
4. Offer Rewards
You need to recognize your loyal customers who are not only buying your main products or services but also opting for the add-ons. Offer them various rewards to make this process more effective. The loyal customers need to be celebrated anyway and such steps would certainly increase their satisfaction level. Also, reward your sales representatives who are the top sellers for a certain period of time to activate them to work harder in this aspect.
Spend less on marketing and advertising along with increasing your sales. This is the best way to increase your sales without spending anything. Not only you would be able to increase your revenue but you would also be able to calculate the customers’ satisfaction level. It is definitely better to sell to your customers instead of going through the pain of finding a customer and then making a sale.
June 19, 2018
June 12, 2018