Up-sell, Cross-sell
Let’s use a Garden Center as an example. Say that you go to the garden center and buy some plants to spruce up your yard. When you get
home you realize you don’t have planting mix or fertilizer. Are you frustrated, you bet! What if the clerk had asked you, “Do you need planting
mix for those plants? If you buy two or more plants, you can get two bags of planting mix for the price of one?” (Cross–sell) - getting you to
purchase a related item.
Or say you bought two plants and the clerk asked you, “We are having a special today. If you buy one more plant, you can get an additional
plant for free.” (Up-sell) - getting you to purchase more than you would have originally.
Expanding Customer Purchases
Ask every customer, as they're finalizing the purchase, if they'd like to take advantage of an "un-publicized, in-store, special offer", only
available to customers buying a minimum of x worth of merchandise. Put together an appealing package that has a high-perceived value but a
low cost to deliver. As Jay Abraham points out, you could offer a complete $50 tool set for $29. If the set costs you $15, then you make a $14
profit from the sale. If 100 customers came through your door and only 20 of them bought, then you'd make an extra $280/day. That's $8,400
/month of extra profit.
Garden Center