Up Selling And Cross Selling For Increased Margins
September 4th, 2008
To increase the revenue and margins of an order by selling products and services at a higher price i.e. up-selling or by selling additional products and services i.e. cross selling, we must be able to prove to the customer that there is something in it for them. We must show them increased, i.e. added value. Value is the worth of something when compared with something else. For example, value would be a high pay back for small outlay, also discussed in terms of ROI i.e. return on investment. Pay back is the tangible return delivered by the benefits of your products and services. The greater the pay back, the greater the value to your customer and customers certainly want value.
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