“Would you like fries with that?” These are the six magic words that net McDonald’s 15% - 40% in additional annual revenue, and it all started 25 years ago to solve a problem. Hamburgers were selling, but the margins were slim. Adding fries, which carried a higher margin, drove profits. It’s the same story with supersizing menu items. The higher price unlocks a lot of incremental profit. But it all starts with a question – would you like more than what you have ordered?
That is what upselling and cross-selling are about—listening to the customer’s needs, looking at what they order, and making suggestions. Those suggestions should direct customers to adjacent products that increase their visibility, enhance the ambiance of their environments, and intrigue their clients. Here are some examples:
People still exchange cards. But they need cards that are easy to scan into card management programs. When a customer asks for a reorder of business cards, ask if they would like to modernize and enhance them for today’s business environment.
Scanning business cards is an essential consideration because low-contrast text and heavily cursive typefaces make it hard for scanners to capture the text on the card accurately. Remind them to include taglines or other information that describes what they sell so that it becomes part of the scanned image. Help your clients make good decisions so they can grow their businesses.
QR Codes are another brilliant addition to business cards because they can lead to myriad experiences. They can link to company videos, online catalogs, and even experiences targeted by product line.
Taking notes the old-fashioned way is back in vogue. The battery never fails on a paper notebook, and everyone is taking notes to keep track of client needs and follow-up reminders. Suggesting branded notebooks and notepads as customer giveaways is a best practice that keeps their business visible. Just remember to do more than putting the logo on the product. Add QR Codes, phone numbers, website information, and email addresses to make it as easy as possible for clients to engage.
Recommend visibility aids that keep the engagement going. For clients with storefronts, counter cards and end-of-aisle signage are proven sales enhancers. For customers selling services, leave-behinds that keep the brand visible after each engagement are the key.
The path to successful upselling and cross-selling is the combination of persistence and freshness. Keep on top of the new offerings from the 4over team and integrate them into your sales talk. Remind everyone in the sales supply chain that they should always recommend at least one more item to go with the order because that usually works— just like at McDonald’s.
4over is always here to help you grow your business and deliver for your clients. And as a trade-only printer, 4over will never compete with you—the best measure of our success is yours!
4over LLC is one of the largest wholesale trade printers in the U.S., with multiple production facilities across North America. A trusted source of print fulfillment since 2001, the company helps large franchise printers, single print shops, print brokers, graphic designers, photographers, and every type of print reseller in between grow profitable businesses by offering a vast selection of quality products at guaranteed trade-only prices. With capabilities such as gang-run offset, digital, grand format, and promotional printing, plus state-of-the-art equipment, 4over offers every customer savings, selection, and scale. Not yet a 4over reseller? Register Today!