If you aren’t upselling and cross-selling in your retail store, you’re likely leaving money on the table. Done correctly, these tactics can enable you to increase sales, while helping customers get the most out of their purchases and improving customer service all at the same time. Your tablet point of sale (POS) system is a key to successful upselling and cross-selling processes.
Upselling and cross-selling defined
- Upselling entails offering a pricier version of the item already in your customer’s basket. This is an upgrade to the product they’ve selected.
- Cross-selling, on the other hand, is recommending that the customer purchase a product that’s relevant or complementary to the one that they have already decided on.
Nervous about trying these selling strategies? The good news is that your tablet POS system can make upselling and cross-selling easier. Here are two ways tablet POS will help you increase sales:
Show; Don’t Tell.
The idea that a picture is worth a thousand words really holds true when it comes to cross-selling. Listing features or specs rarely tells the story that a picture will. Using tablet POS kiosks, you can broadcast promotional adverts and showcase items frequently purchased together. This is especially powerful in visually driven retail environments—like clothing retailers or home goods stores. Seeing how an outfit pairs with jewelry or how throw pillows and a rug can change the look of a sofa can truly convince buyers to increase the size of their purchases.
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Empower Your Staff.
Employees equipped with tablet POS systems have inventory and catalog information at their fingertips. This will enable them to make suggestions based on product and sales information. In fact, some tablet POS systems’ software will even allow for preprogrammed upsell and cross-selling suggestions to be delivered to the associate making the sale.
Having quick access to product info makes upselling a breeze. Consider this: a customer is looking for an oil filter. Your staff associate will easily be able to provide the correct one, but by just asking a few additional questions about mileage between oil changes, they can now upsell to a pricier filter that can handle the increased mileage. Not only does your customer feel they are being efficiently helped, you may be making better margin.
Similarly, employees will be able to better cross-sell after gaining some essential customer information. Going back to the car shop example, after helping the customer settle on a better oil filter, the associate could suggest wiper blades for the same vehicle. Plus—with tablet POS system in hand, associates can ring up the customer on the spot. Tablet POS makes the entire process quick and painless—all while, increasing overall spend.
Upselling and cross-selling strategies can be the foundation for setting store associates’ sales goals. Your tablet POS systems’ software likely enables you to track unit per transaction (UPT) and dollar per transaction (DPT) goals for your employees. With the right tools, easy access to information, and more visible goals, your employees will ultimately bring in more sales for your business.
