‘Upselling’ is a rare skill, but useful for growth

2018-02-01 06:00
kasibizchatSonwabo Gogoba

kasibizchatSonwabo Gogoba

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This week I would like us to discuss ways to keep customers coming to buy some more of your products or services.

When you get customers interested in your business offering, try, and ask them to come again. Leave an impression.

For an example, in the early 90’s, “pasella” was a word widely used to impress customers.

This means as a customer buys many items, the business-owner would throw in an extra item or two, most of the time.

The gift item would usually be taken from the slower selling items.

A pasella or “Bhasela” is a means to encourages a customer to always think of your business whenever they decide on buying a products.

Try and encourage them to bring a friend along and they get a discount, whilst the friend pays the full price.

Another term is called “upselling”.

Upselling is when you convince each customer to buy more than what they thought they would buy from you.

In my consultancy, a customer comes for business registration only, and I upsell to them.

Which means they end up taking a package and get more documents related to business registration. It takes time for one to master upselling.

Another way of keeping customers coming back is “after-sales services”.

This is when you phone your customer a few days after they have bought from you to ask how they feel about services offered, then try and upsell to them.

This strategy does not work for all businesses, but for going concerns like a carwash, hair salon or barber, a consultancy, construction, clothing retail, cell repairs, computer repairs, car repairs and in panel-beating businesses. It does not work for street vendors or mobile train vendors.

Always ask your customers for referrals and take their contact numbers and ask them to give you at least five contact numbers of their acquaintances.

.Sonwabo Gogoba of Isolomoya Group – (021) 826-2608 / 078 1080 830

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