When your clients decide to make a purchase from you, it’s because those clients trust your ability to serve their individual needs.
To them, you are a knowledgeable authority, a leader and a trusted person.
So, when you close a sale, it’s the perfect time to make an additional sale-particularly if there’s a very good reason and benefit for the client to buy your package deal.
Give Your Clients a Better End Result
So, today I am going to show you three simple techniques that will help both your business and your clients.
1. Adding products and services: Offer your clients the opportunity to add related items to their basic purchases from you-items that when combined together will increase the level of satisfaction.
2. Adding volume or time options: Help your clients decide the best quantity and quality grades in which they want to purchase your goods or services. Or how long they want a service to automatically continue. Don’t limit their options or choices to less quality or quantity or a shorter duration than they need or desire.
3. Adding combinations: Give your clients the opportunity to purchase combinations or packages of goods and services that help them better achieve the satisfying end result they want.
If you keep your client’s desired end results clearly in mind, you can almost always add products and services that help clients achieve their end results more completely and efficiently.
And that’s why product and service add-ons are important. They offer greater value and satisfaction to clients. In short, a better end result, which translates into greater client satisfaction. Which in turn produces more repurchasing and more referrals.
For example, when a client buys a toothpaste from you, he isn’t really looking for a toothpaste. He is looking for white teeth.
And remember, He is buying from you because he trusts your ability to serve his individual needs. You are his trusted advisor.
So instead of just giving him a toothpaste you can also recommend him to buy a mouthwash or something else that would help him achieve his goals more completely, conveniently, and efficiently.
These add-ons do best when they’re offered in a price-advantageous way. Clients who buy more of a product or service receive better prices while you increase your margin.
In some places the main products are sold at a loss just to sell the add-ons.
For example, You can buy a new printer for 70 dollars.
Most of the time these printers are sold at a loss.
But there is a catch here, when the ink runs out in one of these printers you need to buy specific cartridges of ink.
And the ink is really expensive, it sometimes costs more than the printer.
So, here these companies offer a bargain price for the printer just to sell the ink.
Adding On Products or Services
Auto dealers are putting this theory into practice with a vengeance. Instead of simply selling cars, most dealers offer their clients the opportunity to add on a stereo system, convenient financing, a sunroof, an extended warranty, and all kinds of other options to the basic purchase.
As you know, they typically make such offers immediately after the client has decided to buy a car.
It’s not a question of manipulating clients while they’re still feeling the happy glow of new-car ownership.
The dealers are merely acknowledging the fact that what car buyers want isn’t just a new set of wheels, but a total personalized transportation package.
They’re not just buying convenience and mobility.
They’re also buying a sense of well-being, a traveling lifestyle they desire. And they are making a statement about themselves with their purchase.
It’s all a part of the end result the client desires. If the clients couldn’t get those added things at the dealer-ship, they would in all likelihood buy them inconveniently, and at a higher cost later on.
How to make add-ons work for you.
- Write the names of your three best-selling products or services.
- Now add the end result that clients desire when they buy these items.
- Then, list some of the ways in which you might increase the value and benefit of those goods and services to your clients by adding a product or service.
Always think from your client’s perspective.
What is the end result the clients want from each of these items?
How you can come up with your own add-on.
Here’s a list of proven ways to come up with your own add-on.
1. Observe what your clients do before or after they buy your goods or services.
And can you provide that to them?
For example, if you are selling instructions of some kind, you can sell the equipment necessary to perform the task you are teaching.
If you are a strength coach you can also sell your own supplements. Or you can do affiliate marketing(the process of earning a commission by promoting other people’s product) with the supplements you recommend.
Or it might as well be, delivery, assembly, installation, shiping.
Do those things at a discount or free of charge for your first-time customers.
2. See what people buy to go with your product or service in the pursuit of their end result.
Make it available to them through you. A fishing-equipment provider will most certainly sell fishing licenses, rent boats at a nearby lake, and provide guide services, since that’s all included in a pleasant day of fishing. Never make your clients have to go to three more places instead make three more transactions.
3. Ask yourself how you would make a client’s end result even more complete.
For example, if you are selling a camera. You can sell a camera stand or lenses at a discount.
If you are selling a phone you can sell phone cases or earphones, of course, at a discount.
Adding Volume and Frequency Options
- Let your clients buy as much as they want, when they want it.
The thing to remember is your clients deserve the chance to purchase the right amount for them. Just giving people a structured offer with volume choices nearly always boosts the business you’ll do with a client on the initial transaction and over time.
(most people would go for the “Team plan)
No brainers
This one’s my favourite.
Let’s use an example of a dry cleaner who normally does one suit for $ 5.00, but who offers his client three suits cleaned for $12.50.
Here, that $5 dollar choice was just there to show just how good the second choice is.
Here is another great example,
50 dollars for 1 year and 100 dollars for 100 years!!!😂
Let People Buy by Time Periods
Many business owners hold their clients back by offering a one at a time purchase instead of a time-structured package.
Like the lawn-care business that sells you a season of full lawn maintenance, instead of just a one-shot summer mowing job.
Season-long service is what many home owners really want. After all, the end result of enjoying a sensational lawn without having to worry about seeding and weeding and mowing and clipping is not achieved with a single visit.
Almost any service and most products can be offered for a time period. You can sell tickets by the day or by the performance or by the season.
- So always remember to put time structured packages in your three or four tier pricing.
Action steps
Take out that pencil and paper again with the names of your three best-selling products or services. Write down next to each product or service the amount that your good client buys from you, on average, in each transaction.
1. Consider offering three times the average volume being purchased now for two and a half times the price.
If you are selling a pound of something, put three pounds together. If you are selling flashlights, package three together.
Three flashlights might achieve that desire better than one. If you are selling an annual exam or service, package it with three quarterly checkups.
If you sell a service in monthly or yearly increments, offer three-month and three-year options.
And you can test other combinations as well. See what works for you.
2. Offer your product or service with automatic billings. It’s not just insurance or newspapers that can be sold that way.
People don’t want valuable services or products to stop.
Combinations for boosting profits.
So, this is the third technique to build more value to our customers.
Remember, we are trying to help clients achieve their desired end result more completely, conveniently, and efficiently.
But most clients don’t really know the best way to make use of all the value you can provide.
You can do your clients a huge service by helping them choose the best combination of what you offer to meet their desires. Just group these items together and let clients purchase them in one buying decision.
Take a look at McDonald’s for a great example,
For years, clients would get in their lines and order a hamburger, and then a Coke, and then a this and then a that. Finally, the McDonald’s people got the message: Clients didn’t go there just for hamburgers and Cokes.
A lot of them wanted a more complete meal.
So now you can get in the same lines at McDonald’s and get their package-deal meal of large sandwich, fries, and beverage. For only several cents more, the client can “supersize” their meal, adding eight more ounces of Coke and a larger unit of fries.
The key is to help that client fit the purchase to what they want the product or service to be.
And until they know what’s possible, they can’t make the most intelligent and effective purchasing decision about any product or about any service.
So You can’t allow a client to just select what they want to buy until and unless they’ve been educated to know how much more or better is possible.
That comes from offering them up-sells and cross-sells.
- Up-sells are different grades, different fabrics, different colors, different styles of blinds or curtains.
- Cross-sells are other decorations that go along with them.
For example,
Toy cars and toy car stickers.
The point is; always try to combine products that completes each other.
In conclusion
- List all the products and services you sell that produce a greater result for the client when used together. Try offering various combinations, packages, and up-sell with these.
- If your product or service is subscription based, put together a combination of time-structured packages that encourages your client to buy the more expensive subscriptions.
Like this,
- Think of any logical services your client could benefit from after purchasing your product or service-like tech support, extended warranty, annual or semi-annual maintenance, pickup and delivery, etc. Could you provide any of these services to increase the value of your transaction?
- Finally: If you have nothing else you can add, consider offering a larger or more premium version of your product or service at a greater price.
Thank you for reading 🙂