Sell More With Fewer Leads

Many fledgling entrepreneurs, and even some veterans, are misguided when it comes to generating revenues. They presume that more leads will lead to an increased number of sales, which will lead to greater revenues. Now, the business people who believe that aren’t wrong because if they can actually convert most of those leads into sales, revenues will increase. Therefore, it is a sensible way to do business. However, it is not the cleverest and certainly not the easiest. (It’s hard work getting those additional leads!)

So, the question is: If increasing the number of leads you have coming in isn’t the easiest and smartest way to generate revenues, what is?

One word: Upselling.

Whether you’ve heard the term or not, you are familiar with the practice of upselling because you’ve likely been up-sold on many occasions. Think about that last “buy one, get one half off” purchase you made, or the time when you purchased a warranty for a device that would’ve been cheaper to replace, or the last time you ate out and added on a salad or dessert at the waiter’s suggestion. In each of those situations, you were upsold. You were on the receiving end and you increased those businesses sales but now that you’re an entrepreneur, it’s time for you to do the upselling. Here’s how:

1. Sell a customer on an initial product.
   
   
2. Complete a quick mental assessment of your customer’s needs and the other products or services that you have available. Consider all services or goods that may compliment what you’ve already sold the client on or enhance the customers experience with whatever they’ve agreed to purchase.
   
   
3. Explain to the customer (briefly) how the additional product or service would be beneficial to them, providing more details as his or her interest grows.
   
   
4. Ask if the customer is interested.

That’s all there is to it! If you’re constantly attempting to upsell clients, you will increase your revenues; exactly how much your revenues rise, however, will depend on the price of your goods / services and the quality of your sales staff. Regardless it’s always worth a try to upsell a customer because it’s a heck of a lot easier and takes much less time to ask someone who’s already in the purchasing mood to buy a little more than to find people who are new to your products / services and try to sell them something. So, ask for the upsell and you just might receive!