4 Cross-Selling Strategies To Create More Revenue
Cross-selling can be an effective way to boost your profits while simultaneously increasing your clients’ happiness. It isn’t about pitching all the promos – it’s about uncovering your clients’ needs in the moment. Then, you can match these needs to promos that can amplify the impact of past purchases.
While cross-selling can certainly bring in more revenue, that’s not what it’s all about. Niraj Kapur, a LinkedIn trainer and managing partner of Everybody Works in Sales, says it’s about delivering long-term customer success, which builds trust. And that, he says, is the golden ticket to easier revenue and quota attainment.
In this issue of PromoPro Daily, we cover some of Kapur’s top cross-selling strategies. Read on to learn how you can empower your clients with a wider array of promo solutions.
- Keep the conversation going after the sale. As with any sale, Kapur says surfacing cross-sell opportunities depends on regular customer interaction and attentive listening. Check in with clients after they make a purchase and see how things are going. Every new conversation can lead to an opportunity to cross-sell complementary products.
- Build trust before you dive into another pitch. People will see right through you if you get too pushy. Take time to build authentic relationships and show genuine interest in your clients’ success. According to Kapur, this could mean proposing revenue-generating ideas, sharing competitor insights or suggesting fresh marketing strategies.
- Give specific examples. You can boost your effectiveness with cross-selling when you give better examples. Kapur says it’s important to clearly show how your solution can significantly increase their ROI and help them hit their goals.
- Lean into cross-selling buying signals. These are simply cues that a promo buyer is interested in your offering. These buying signals may surface in casual conversations, email engagements or requests for more information. Kapur recommends paying close attention so you can uncover the needs and motivations that are ripe for cross-selling. Try asking an open-ended question like, “How did the event go? What were some of the challenges in distributing the products?” This allows you to get to the heart of any problems or needs, which can open the door to cross-selling opportunities.
When you incorporate cross-selling techniques, you can show your clients you’re truly invested in helping them succeed. This builds trust in the long term and positions you as a valuable promo expert.