Add-on Sales at the Point of Purchase

Offering additional products or services at the point of purchase is a powerful strategy for increasing the profitability of each customer.

The Principle

The most expensive part of sales is acquiring a new customer. Once a customer has made the decision to buy, they are often receptive to purchasing additional items, especially if they are complementary to their initial purchase.

Key Strategies

• Offer Complementary Products: Offer products or services that enhance the value of the original purchase.
• Make it a Standard Procedure: Don't leave it up to individual salespeople to decide whether to offer add-on sales. Make it a standard part of the sales process.
• Frame it as a Service: Position the offer as a service to the customer, not just a sales pitch. For example, "We feel it's our obligation to let you know about other services you might find helpful."
• Partner with Other Companies: Consider partnering with other companies to offer their complementary products to your customers. This can be a low-cost way to increase your profit per customer.

The "One out of Three" Rule

Experience shows that approximately one out of every three customers will buy something else if offered at the point of sale. This can have a dramatic impact on your bottom line.

This is a great topic for a workshop-style meeting to brainstorm and develop effective add-on sales strategies.