🌎 Scott Frew’s Post

The Upselling Dilemma. While many retailers aim to upsell to existing customers for its cost effectiveness, the execution often falls well short of expectations. The main issue lies in the repetitive nature of the approach, where staff members commonly initiate upsells with predictable phrases like "Would you like…," resulting in a massive amount of no’s from customers and demotivated staff. To break free from this pattern, a shift in approach is crucial. Research indicates that customers anticipate upselling attempts, diminishing the element of surprise. Common closed questions, such as "Are you interested in…" or "Do you want…," create an easy out for customers to say no. The key lies in engaging customers through conversations rather than a direct sales pitch. By eliminating closed questions and opting for open-ended queries like "Have you seen our special today?" customers can express curiosity without feeling pressured. To reframe the concept, consider adopting the term we use, which is "Product Awareness" instead of upselling. This technique simply involves making customers aware of unfamiliar offerings which result in far better reactions and also more sales! These product awareness techniques include asking, "Has anyone told you about…?" or "Were you aware…?"— shifting the focus towards a genuine information exchange. Customers appreciate the absence of pressure, and team members view each interaction as an opportunity to provide information rather than pushing for a sale. If upselling seems like a constant challenge, it may be time to reconsider your language and approach for a more effective and engaging conversation. How well do your team "upsell"? #retailreset #retail #sales

Cross-selling and upselling can be made memorable and impactful through various strategies that focus on enhancing the customer experience and providing value. Upselling - promoting more expensive products, more profitable services, bundles, or package deals. Cross-selling - recommending related or complementary items to your customers. The real impact comes from these strategies when you use them together with personalization. Without personalization, you’ll just be showing random recommendations to customers. This will probably annoy them, and they might even leave without buying. Personalization not only helps increase your revenue, but also leads to happier visitors, real connections, and long-term customer-brand relationships. Some examples of strategies might be achieved by; 1.     Promoting featured products e.g. your best sellers or favorite items 2.     Highlighting your new arrivals, 3.     Displaying seasonal offers on your home page etc

🔍 Ever wondered why the best products sometimes lose in the market? 🕵️♂️ Let's crack this case together! 🧩 🎩 The Illusion of the Best Product: It's not just about having the best tech or features. Buyers consider the company's reputation, customer service, and personal relationships. 🔮Complexity and Confusion: Advanced features can be a double-edged sword. They offer customization but can also confuse potential buyers.  🔍 Subjectivity of “Better”: Different stakeholders have different definitions of “better.” Tailoring your message to address specific concerns is crucial. Want to uncover more clues? 🕵️♀️ Read the full article from our own Sherlock, Seth Temko 📖 https://lnkd.in/e9hZiMkS #MarketingMystery #ProductStrategy #CustomerExperience #GoToMarket

Spending money to get new customers is pointless... Here is an article I wrote on the importance of focusing on existing customers. Let me know your thoughts in the comments.

𝐒𝐢𝐦𝐩𝐥𝐞 𝐑𝐞𝐭𝐚𝐢𝐥 𝐓𝐚𝐜𝐭𝐢𝐜… 𝐈𝐦𝐩𝐫𝐞𝐬𝐬𝐢𝐯𝐞 𝐑𝐞𝐬𝐮𝐥𝐭𝐬 !!! Want to 𝐛𝐨𝐨𝐬𝐭 𝐲𝐨𝐮𝐫 𝐬𝐚𝐥𝐞𝐬, 𝐚𝐭𝐭𝐫𝐚𝐜𝐭 𝐜𝐮𝐬𝐭𝐨𝐦𝐞𝐫𝐬, 𝐛𝐮𝐢𝐥𝐝 𝐜𝐮𝐬𝐭𝐨𝐦𝐞𝐫 𝐥𝐨𝐲𝐚𝐥𝐭𝐲, 𝐨𝐫 𝐩𝐞𝐧𝐞𝐭𝐫𝐚𝐭𝐞 𝐧𝐞𝐰 𝐦𝐚𝐫𝐤𝐞𝐭𝐬? You don’t need to offer discounts on all your items or make aggressive promotions across entire brands or categories. You just need to choose the right 𝒍𝒐𝒔𝒔 𝒍𝒆𝒂𝒅𝒆𝒓 item. 𝐓𝐡𝐞 𝐥𝐨𝐬𝐬 𝐥𝐞𝐚𝐝𝐞𝐫 𝐬𝐭𝐫𝐚𝐭𝐞𝐠𝐲 is a simple tactic that never fails. You select an item with 𝐡𝐢𝐠𝐡 𝐝𝐞𝐦𝐚𝐧𝐝 and sell it at a significantly 𝐫𝐞𝐝𝐮𝐜𝐞𝐝 𝐩𝐫𝐢𝐜𝐞 or 𝐬𝐨𝐦𝐞𝐭𝐢𝐦𝐞𝐬 𝐞𝐯𝐞𝐧 𝐛𝐞𝐥𝐨𝐰 𝐜𝐨𝐬t to draw customers in. Below are the results from one of our recent campaigns using this strategy to attract customer to buy from us instead of their preferred channel. 𝐊𝐞𝐲 𝐑𝐞𝐬𝐮𝐥𝐭𝐬: 📈 A Massive increase in total sales 🛒 Huge rise in customer traffic during the offer period 💼 A boost in cross-sell and upsell opportunities that maximized our overall profits ⚠️ 𝐁𝐮𝐭 𝐭𝐚𝐤𝐞 𝐜𝐚𝐫𝐞 𝐰𝐡𝐞𝐧 𝐮𝐬𝐢𝐧𝐠 𝐭𝐡𝐢𝐬 𝐬𝐭𝐫𝐚𝐭𝐞𝐠𝐲: While this strategy has many benefits, if not executed properly, it can lead to opposite results. 𝐓𝐡𝐢𝐧𝐠𝐬 𝐭𝐨 𝐖𝐚𝐭𝐜𝐡 𝐎𝐮𝐭 𝐅𝐨𝐫: 𝐏𝐫𝐨𝐟𝐢𝐭 𝐌𝐚𝐫𝐠𝐢𝐧𝐬 – Ensure the traffic boost covers the loss on the lead product. 𝐒𝐭𝐨𝐜𝐤 𝐀𝐯𝐚𝐢𝐥𝐚𝐛𝐢𝐥𝐢𝐭𝐲 – Keep enough stock of other profitable products to complement the loss leader. 𝐓𝐚𝐫𝐠𝐞𝐭 𝐀𝐮𝐝𝐢𝐞𝐧𝐜𝐞 – Focus on attracting customers who will explore other items. 𝐄𝐦𝐩𝐥𝐨𝐲𝐞𝐞 𝐏𝐫𝐞𝐩𝐚𝐫𝐞𝐝𝐧𝐞𝐬𝐬 – Inform your staff about the strategy and provide them with knowledge about the most profitable items to cross-sell effectively. 𝑻𝒂𝒌𝒆𝒂𝒘𝒂𝒚: Do your research, prepare your team, and align the offer with your broader business goals. A carefully selected loss leader can be a game-changer when done right! and yield substantial long-term benefits. #MarketingStrategy #LossLeader #SalesGrowth #BusinessStrategy #CustomerAcquisition #RetailInnovation

Ever walked into a store for one thing and left with two? That’s the magic of upselling! It’s not about pushing products—it’s about adding value to your customer’s purchase. Smart businesses know their customers and recommend products that make sense. It’s a win-win: Customers get more out of their purchase, and businesses boost their sales. What’s one product you could pair with what you already sell? Comment below👇 #salesstrategy #businessgrowth

From a strategic perspective, if you are finding yourself churning customers and constantly having to chase new business to reach your growth goals, then I recommend you stop and take a look at the delivery of your services to existing customers. It is far easier and cheaper to reduce churn and provide better delivery on your promises than it is to seek new business all the time. If you regularly ask customers what you are doing well, and what you need to improve. If you rapidly move to fix any issues to the delight of your customers, you'll build a fortress around your current customers and they will also refer you more often. Customers prefer human service, and they also don't mind being asked how you are going. Look in your own backyard if you are constantly fretting over how to get new customers. It could be the solution is right in front of your eyes. #bluefrogmarketing #strategyshop #askthequestion #deliveronpromises

𝐖𝐡𝐞𝐧 𝐒𝐡𝐨𝐮𝐥𝐝 𝐘𝐨𝐮 𝐎𝐟𝐟𝐞𝐫 𝐃𝐢𝐬𝐜𝐨𝐮𝐧𝐭𝐬 𝐖𝐢𝐭𝐡𝐨𝐮𝐭 𝐋𝐨𝐬𝐢𝐧𝐠 𝐌𝐨𝐧𝐞𝐲? 💸 𝗖𝗹𝗲𝗮𝗿 𝗜𝗻𝘃𝗲𝗻𝘁𝗼𝗿𝘆 🛍️: Offer discounts when you need to clear out old stock. This helps you free up space and make way for new products without losing too much money. 𝗦𝗲𝗮𝘀𝗼𝗻𝗮𝗹 𝗦𝗮𝗹𝗲𝘀 🎉: Use discounts during seasonal events or holidays. Customers expect sales at these times, and it’s a good way to boost sales without cutting into your profits too much. 𝗟𝗶𝗺𝗶𝘁𝗲𝗱-𝗧𝗶𝗺𝗲 𝗢𝗳𝗳𝗲𝗿𝘀 ⏳: Short-term discounts create urgency. Offer them for a limited time to encourage quick purchases while maintaining your profit margins. 𝗖𝘂𝘀𝘁𝗼𝗺𝗲𝗿 𝗟𝗼𝘆𝗮𝗹𝘁𝘆 𝗥𝗲𝘄𝗮𝗿𝗱𝘀 🌟: Give discounts to repeat customers as a thank you. This builds loyalty and encourages more purchases without impacting your overall revenue significantly. 𝗦𝗽𝗲𝗰𝗶𝗮𝗹 𝗢𝗰𝗰𝗮𝘀𝗶𝗼𝗻𝘀 🎁: Offer discounts for special events like anniversaries or product launches. It attracts attention and drives sales while keeping your pricing strategy balanced. 𝗕𝘂𝗻𝗱𝗹𝗲 𝗗𝗲𝗮𝗹𝘀 🛒: Combine products into bundles and offer a discount. This encourages customers to buy more while increasing your average sale value and maintaining profitability. 𝗙𝗶𝗿𝘀𝘁-𝗧𝗶𝗺𝗲 𝗕𝘂𝘆𝗲𝗿𝘀 🆕: Offer discounts to attract new customers. This can help you build a customer base without lowering prices across the board. 𝗥𝗲𝗳𝗲𝗿𝗿𝗮𝗹 𝗗𝗶𝘀𝗰𝗼𝘂𝗻𝘁𝘀 🔄: Give discounts to customers who refer others. This can help you gain new customers and reward loyal ones without major losses. 𝗣𝗿𝗶𝗰𝗲 𝗠𝗮𝘁𝗰𝗵𝗶𝗻𝗴 🔍: Offer discounts to match competitors’ prices. This keeps you competitive without losing money, especially if you can maintain your margin with other strategies. 𝗧𝗲𝘀𝘁 𝗣𝗿𝗶𝗰𝗶𝗻𝗴 𝗦𝘁𝗿𝗮𝘁𝗲𝗴𝗶𝗲𝘀 📊: Try different discount strategies to see what works best. This helps you find the right balance between attracting customers and protecting your profits. #Discounts #BusinessGrowth #SmartSales #PricingStrategy #CustomerLoyalty #SerpHit

→ Growth starts with the customers you already have. In eCommerce, it’s tempting to chase after new customers. But here’s the truth: the real value lies with those who already know and trust you. ✔ Retention is cost-effective: Acquiring a new customer can cost 5–25 times more than keeping an existing one. ✔ They’re ready to buy: The likelihood of selling to an existing customer is 60–70%, compared to 5–20% for new prospects. ✔ They drive organic growth: Happy customers recommend your brand, turning loyalty into new opportunities. Focusing on your current customers leads to: → Higher profits: Just a 5% increase in retention can boost profits by up to 95%. → Faster conversions: Familiarity means fewer barriers to purchase. → Deeper insights: Engaged customers help you improve and stay relevant. What can you do today? ☑ Build loyalty with personalised offers and rewards. ☑ Create a referral programme to amplify word-of-mouth. ☑ Use customer feedback to refine your strategy. Investing in retention isn’t just smart - it’s essential for sustainable growth. Are your current customers at the centre of your strategy? Let’s chat about how to make it happen.

 Maximize Your Revenue Potential with Diversified Offerings! In today's competitive market, it's vital to recognize that different customers are willing to pay varying prices for the benefits they seek. 💰 To tap into this opportunity effectively, consider offering multiple products or services at different price points. By doing so, you not only cater to a wider range of customers but also appeal to those who are willing to pay more for enhanced benefits and value. Don't underestimate the value your services hold for your clients. Create compelling packages or bundle your offerings to showcase the total value you bring to the table. This strategic approach not only enhances your revenue streams but also strengthens your position in the market. Let your services shine across various price points. You will be suprised that someone might just walk in and say "I'll take them all!" Lol! #Diversification #ValuePricing #BusinessGrowth #CustomerCentricity #LinkedInMarketing