I will break this down into two parts: the questions to ask and then presentation strategies to deploy. Here we go: Questions to Ask: 1 Is there an overall budget for this project, and aside from the item(s) requested, what other products, if any, are you purchasing for this project? 2 Who are the recipients of these items (clients, prospects, employees) and what is your goal in purchasing these requested products (appreciation, client retention, brand recognition)? 3 Aside from this project, do you have additional needs for this same group of recipients for other events/times throughout the year? If so, would you share those details? Once you know these answers, you can delve into how you are presenting products, pricing and ideas for your proposal. Below are some examples of how you can now leverage your newfound knowledge of the project to deploy a few upselling best practices: Upselling Tactics: 1Present pricing breaks, regardless of the quantities requested. Always show the next two or three price breaks so the customer can see how much they will save, per unit, if they buy a few more units. (A tip: Just because you may get end-quantity pricing doesn’t mean you have to give it away when the customer orders below that quantity. Make them earn it, and it will instantly hike your margins!) 2 Offer similar products, requested by your buyer, fromonly preferred supplier relationships, where you get end-quantity pricing and volume purchasing rebates. This not only helps your customer by driving sales toward your trusted vendor relationships, it also helps you build your relationship and show loyalty to your preferred suppliers. 3Add an “Additional Ideas” or “FYI” section to your presentation that showcases other products and services your customer may not even know you offer—things that tie into their additional needs and budget, since you just asked themabout it. If you are looking to get your sales rolling right now, go for the low-hanging fruit: the upsell. Practice these tips on your next proposal or project. Trust me, they work, and you will see solid results if you give them a try. Frey is founder of Falls Church, Virginia-based distributor On Sale Promos and the Swag Coach Program. He is a 25-year industry veteran and front-line sales coach. Josh@swagcoach.com. Visit TheSwagCoach.com to register for his next Distributors Helping Distributors show and learn more about his promo coaching programs offered. | MAY 2022 | 55 GROW
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