Upsell means to improve the sales concept and application. To understand it in my own words, it’s like when I went to a video game store to buy a mobile phone in the summer. After buying it, the waiter at the store recommended the beautiful case and exquisite leather strap of the mobile phone I bought. rope. This is a real-life example of upsell improving sales.
Ways to boost sales online. In this section, there is a good example. It's Dell's computer system sales program. These questions are very classic and very tempting. There are three ways to increase sales: 1. Upgrade. 2. Bundle and increase the amount. 3. Related auxiliary products. 4. Related competing products
Dell's upsell is a model where customers come to buy needles and end up buying a lot of new stuff. I've had this experience myself. At that time, I called and just wanted to buy an ordinary laptop. Dell's salesperson asked me with great concern what it was used for. When I said I was a consultant, he suggested that I buy one with a wireless network card to facilitate mobile office work. ; Comes with CD burning for easy backup of files; I need to buy an extra spare battery for use on the plane; Finally, when I decided to buy it, he suggested that I should get a genuine leather bag with Dell logo?
As you can imagine, my final purchase was well over my budget, but I'm happy with my computer. Although some functions are barely used until now, the wireless network card and burning have really benefited me a lot. Dell's upsell is undoubtedly a model, but I don't think its essence can be summed up simply as a "profit model."
The biggest misunderstanding of the term "profit model" is that it makes us think that profitability is a method, or that it relies on some smart model rather than customer value. What is behind this correspondence? It is a kind of logic of smart people: companies with good methods will always beat companies with poor methods.
From this perspective, we can truly understand the essence of Dell's upsell model. Under the distribution model of IBM and HP, computers provide customers with functional value, that is, computers can provide powerful functions such as computing, word processing, and office automation. In Dell's one-to-one upsell model, what the computer provides users is the user value itself: different users have different needs. What Dell's sales staff do is nothing more than understanding and grasping the personalized value of users, so that they can tap into these different needs. This is ability, this is profit!
So how to combine upsell with customer trust?
There are many issues related to fraud on the Internet. The traditional purchasing psychology is extremely repulsive to the method of paying first before seeing something online. Lack of trust will become a major obstacle to online purchasing. How do you build trust? You need to build trust through the details of your website.
Professional website image. As the old saying goes, what you do is what you need to be like. A site selling cosmetics and a site selling mining equipment are completely different. If you want to find a professional feel, it's very simple. Go check out the best-selling websites in the industry and learn from them. However, a professional website image does not just mean that you say it is professional, but that when the majority of users see it, it is really professional, and this is how we achieve our goal.
Build your own brand
If you have your own brand, you don’t have the problem of how to make users trust you. You just need to do better and don’t destroy your own brand.
Comprehensive information of all kinds. When selling cosmetics, you need to introduce and use the product in detail. Of course, try not to copy it. You can adapt it and add some of your own content, but you must let viewers see what they can’t see elsewhere. content. These viewers can feel professional and serious. If you sell cosmetics, you can use them in any combination, which may increase your upsell.
Third-party qualification certification. You need to show any honors or medals you have received, business licenses and photos with celebrities. These are some details that build user trust. Although they are small, they are indispensable. The more complete the better.
Everything is verifiable. Some websites have the logo of Baidu Golden Alliance, but they either cannot be opened, or they go to the home page of Baidu Alliance certification after clicking on it. For friends like me, it seems that they awarded it to themselves. You must be truthful when introducing yourself to viewers, and it must be authentic and verifiable. Otherwise, unverifiable truth is a problem. Authenticity is the most basic respect for users. Users may be fooled by you for a short period of time, but what about in the future? You still want to have your own brand.
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