Why Your B2B Sales Team Is Your Marketing Secret Weapon
By Benjamin Arp
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Upselling is a sales technique used to maximize revenue from each sale by offering additional, complementary products during checkout. When executed correctly, the upsell can boost revenue, add value for the buyer, and cement a long-lasting relationship with your customers.
While upselling was once considered a pushy sales tactic, ecommerce has paved the way for an interactive marketplace where customers not only seek deals tailored to them—they expect it. A recent report from Accenture revealed that 75% of consumers are more likely to buy from retailers that recognize them by name, recommend options based on past purchases, or acknowledge their purchase history. On the flipside, 74% of customers feel frustrated when website content is not personalized.
In a time where customer happiness can make or break a brand, Upsale is a valuable tool for the entire customer journey. Upsale considers the history of your customer’s purchases and their items of interest today. It also sets a foundation for long-term loyalty:
The art of the upsell, then, lies in providing value for the customer. Truly, customers do not mind being advertised to, so long as what you have to offer is relevant to their needs.
Successful store owners know: selling to current customers is much more cost-effective than pursuing new leads. Many Miva merchants utilize this feature to suggest variations or complementary items, drawing attention to products relevant to the customer’s interests.
BTO Sports is retailer utilizing the Upsale feature on Miva Merchant 9.0 to its advantage. In this screenshot, a product detail page for fly racing gear, BTO Sports offers variants for a customer to customize the outfit. Additionally, the extreme sports retailer has tacked on the option to add gloves—a complementary item—to the thrill-seeking shopper who may have never otherwise considered this product.
While businesses primarily use Upsale to suggest product variations and complementary items, inventive retailers have also adopted this feature to:
Miva offers a flexible and adaptable ecommerce platform that evolves with businesses and allows them to drive sales, maximize average order value, cut overhead costs, and increase revenue. Miva has been helping businesses realize their ecommerce potential for over 20 years and empowering retail, wholesale, and direct-to-consumer sellers across all industries to transform their business through ecommerce.