Cross-selling, offering customers a product related to what they’re already purchasing or planning to purchase, is a proven technique for increasing sales. Flea market vendors may fear overdoing the sales pitch, but customers in general respond favorably when told, in a manner that is not pushy, about merchandise that can add value.
Here are four tips for expanding your sales by cross-selling:
1. Know your customers. Based on your knowledge of what people typically buy, determine what other products you offer that could complement purchases. Ask customers if they are aware that you offer complementary products.
2. Know your merchandise. Base your pitch on serving a shopper’s needs, and explain the benefits of the product. Frame the conversation as a suggestion, not a mandate.
3. Cross-sell via email. Collect loyal shoppers’ email addresses. In your ongoing email communications, feature new and different products you carry in which they may be interested. Share testimonials, success stories and other information about complementary offerings.
4. Offer bundles. Bundling is a popular method for getting consumers interested in buying a group of items, rather than a single one. Offering a discount for a bundled package makes it doubly appealing. Consider a tiered scale of service, with low, mid and high price levels, so that shoppers may choose among the different price points.
The key is to provide value for your customers, and cross-sell only when it genuinely benefits your customers. Don’t fall into the trap of cross-selling just for the sake of cross-selling. You may succeed once or twice, but savvy consumers will quickly realize that you aren’t providing value in exchange for an additional purchase.