They are the greatest things since sliced bread. Isn’t it great when someone contacts you and says “So-and-so suggested I get in touch with you because you are the go-to person for this.” Yes, this does come under the category of Amazing Grasp of the Obvious. So why take the time and effort to write about it? The short answer is because it slips the mind of many people when it comes to how a tips booklet can play a role in the referral and cross-marketing process..

When was the last time you told a decision-maker that even though they didn’t want to purchase your booklet or your other products or services that you knew of someone else who probably had exactly what that decision-maker would want? You most likely haven’t done that in awhile, if ever. You have your reasons, ranging the gamut from concern that someone else is taking a sale away from you (which you didn’t have to begin with) to it just never dawned on you.

So, think about what it’s like to be on the receiving end of a referral, for a sale that just falls into your lap. The decision-maker contacts you and you hear some variation of “I understand you’ve got an excellent booklet about (fill in the blank), and I’m interested in reviewing it because we may want to buy 5,000 copies from you.

This is not about being an altruist, though that’s not the worst thing to be. This is about good business. It’s about making it easier for yourself, your clients, and your colleagues. It’s about potentially making a commission or finder fee for passing along the referral if that way of doing business suits you.

Next time you have the ear of a decision-maker for booklets or their derivatives, think beyond your own booklet. Expand the sale. Think about over-delivering, whether your own booklet is a match for that decision-maker or not.

Cross-Marketing and Referrals is a post from Marketing Turbo-Charge

Remember the time when you were in a mobile phone showroom. Perhaps you might have purchased a mobile phone and the salesperson would have suggested a memory card or a case for your phone. Whether you agreed to buy or not, the salesperson was trying to cross sell some accessories for your phone. When a sales agent tries to sell you something which is related to the product that you have already purchased, is known as a cross sell.

Cross selling is really an easy and effective method to increase your sales which results in increasing your profits. However like up-selling, the cross sell is an important skill of any salesperson and needs a lot of practice. There are several simple and easy ways to cross sell to your customers. Some of the ways are as follows:

Practice: You can improve your skills, when you practice. Make sure that you schedule some time for you and/or your staff to practice their cross selling skills, and try to provide constructive feedback.

Just like in an up-sell, you should give more importance to your customer’s requirements when you are offering a cross sell product to them. Never try to convince your clients to buy a bunch of items they merely don’t require. Make sure that the product that you sell to your customers is relevant. If you would like to do this effectively, provide products which are related to the original product that customers have purchased from you. That means, when you are selling a pair of shoes to the customer, you can suggest shoelaces or socks, but an umbrella doesn’t really seem right.

Make sure that you listen to the customer while selling a product so that you will come to know what customers actually want. The above tips can really help you to improve your cross selling skills, but only if you put them into practice.

How to Cross Sell to Your Customers is a post from Marketing Turbo-Charge

Up-selling is a marketing technique that can increase the profits of any business. It involves the convincing of a customer to buy a higher priced product or service that he intends to already buy. The basic advantage of up-selling to the businessman is the additional revenue generated from the sale of the higher priced version of the product or service. While on the other hand the customer is also happy and satisfied with the purchase of a better product or service. Up-selling not only increases revenue for the business, it also improves the customer relationship with the company.

Ways to up-sell

1. Offer upgraded versions: once the customer picks or touches a product or shows interest in a particular service, offer him that product or service. But at the same time also offer an upgraded version of the product or service mentioning the benefits of the upgraded version over the original product.

2. Personalize your products or services: a customer is likely to buy a product or service if he feels an element of personalized attention being paid. There may be several more dealers of the same product, but by personalizing their needs and offering them such personalized products or services will make them buy the product or service from you rather than from someone else.

3. Show the value of the up-sell: by showing the value of the up-sell, you can engage your customers to buy extra at a little extra amount.

4. Be a little pushy: there is no harm in being a little pushy as a customer is not aware of your products or services until you tell them about it. Therefore it is best to promote your business’ strengths and convince a customer to buy more.

Thus up-selling as a marketing tool is effective in raking in more revenue. However it is a skill and needs to be developed with practice and experience.

Up-Selling Products to Customers is a post from Marketing Turbo-Charge

Upselling is an incredible technique to follow if you’re running a brick and mortar business, an online business, or an appliance store that sells electronics. Upselling has existed for decades and can add revenue and profits to your business.

Upselling is the practice in which we offer an additional product to the customer above what they have already bought. At some point in your life you have probably experienced upselling. If you have visited successful places like Burger King, McDonald’s, Wendy’s or any fast food restaurant in the world, then you certainly will have been exposed to it.

Imagine this. You go to your favorite burger place and order a hamburger and a drink. Then the waiter will most likely say, ‘Would you like to add fries to that order? Or “Would you like to supersize your order for just one dollar more?” That, my friend, is upselling! It is a method by which your company can earn some extra money from customers who are already buying from you.

Here are some tips that can be used in your business in order to make extra income:

As indicated above, provide the customer more than they are asking for, for only a few dollars more. This works well in fast food restaurants, but also works well with continuity sites when they are offered six or twelve months at a discount. If you have an online business, when the prospect leaves your site, provide an extra element of courtesy for a cheaper price. For example, say that if the customer asks for a lamp, energy light bulbs can be given at a reduced price, a price that they would not get the bulbs for had they been ordered separately. You can offer your online customers an item that complements what has already been purchased such as upselling a membership that gives them more features.

Whatever your business, you can implement a strategy for upselling to increase the profits.

Business Upselling – Learn More About It is a post from Marketing Turbo-Charge

Upselling is an important aspect of all businesses. If you are a business man or planning to start a business, it is very important to know about upselling and the tips that will help you to make a proper upsell. The below mentioned article will give you more information on upselling.

If you want to offer something free to your potential customers and visitors, you need to design a strategic action plan adequate to achieve the maximum performance from your visitors. That foundation has to do with relationships.

If you build a relationship with your visitors, you want to not only earn their respect, but also gain credibility. However, relationships are not the only thing that is important for those who visit your site. People want relevant information they can use. If you provide them good and solid information that is not eagerly available elsewhere and make the information easily digestible, you will have a large following at any time. Free offers are always a great way to build your list quickly.

So, what do you need to do to properly market your product and upsell to your prospects? Well, a good strategy is to offer a free audio right in the beginning. Ask them to press on your Website by typing your name and email address and then having to access the free audio. And after that, then they will immediately go to your page to get your CD upsell. CD and audio are excellent marketing tools for not only allowing more personal contact with your list, but can also make your life easier with the audio. By them not having to read pages and pages of content, your customers will be grateful. Giving them the option to soon hear a message off an mp3 and do other things, makes them stay productive to do other main tasks, as they listen.

Best Tips For Proper Upselling is a post from Marketing Turbo-Charge