Why do you settle on selling only one product? Unlock your sales potential and maximize your sales. Why do you sell only one product? Sell more than one. As you think through that, (as you tafakari hayo), see what these 5 smart salespeople are doing different. Then expand your sales game.
The informal seller’s approach: offer your professional opinion
“I can’t sell a customer just one shirt. I mean, why should I? If they are buying a shirt, then obviously they need more than one, likely 5 for each day of the week. And guess what? Almost always, I’m right. I may not sell the 5, even 10, right away, but I’ll sell more than one in that first interaction. I don’t recommend they buy more. No. I just select several of them and ask the customer to start fitting them and I give my professional opinion of how they look in each. I have a good eye for fashion so they generally agree with me.
Sometimes, I sell more than shirts. From our engagement, a pair or three of pants become necessary for him to buy, and so with them, a belt too. I just can’t sell a customer just one shirt.” I was told this by an informal seller at what we call stalls here in Kenya. What about you? Why do you settle on selling only one product?
In banking: bundling accounts and services
Now then. If you are a bank sales rep, when you sell a current account, why do you not sell a savings account too? Or, the trending Money Market Fund which is just a current bank account, that pays the customer money? “What if I sell a savings account and it’s not funded (money deposited into it)?”, you ask. “Let me open a savings account for you, now that we’re here. It won’t cost you anything but when you are ready to start saving for your December holiday it’ll be just plug and play.” (That, or, medical insurance, or pair of shoes, or whatever you have gleaned from the customer as part of your quality customer engagement they may need to save for).
See what you did there? You primed the customer into seeing why they should use (fund) the savings account. They may not do it immediately but the seed is planted. For him. And you. For you, you now have reason to follow-up with them and further deepen the relationship and get more sales (deposits- account funding). So, why do you settle on selling only one product?
Selling technology: the power of accessories
“If a customer comes in asking to buy a laptop, I’m keen to find out what they do. Almost always, I find something else I can sell them. If they are a trainer or consultant, I know they make presentations regularly and so I show them the laser pointer (that was me she sold the pointer too). Or, I show them why an external mouse and key board gives them freedom to move about the room and still remotely work their laptop.
Speaking with the confidence (not passion) of Caroline Cheptoo at Bomas she continued: “There is a customer who we agreed that continued use of a laptop strains the neck. She happened to be buying for three of her staff. ‘Here’ I told her. ‘Take these laptop stands for an ergonomic work setup’. She did. If they are use a laptop for long hours or gaming, then I show them why a cooling pad is important to protect their laptop. There are many other accessories to cross-sell. USB ports, external hard drives, cloud storage subscription, docking stations, headphones or earbuds. If there is nothing I can pick from the engagement, then I sell the laptop together with a laptop bag, at least.” What about you? Why do you settle on selling only one product?
Business registration: bundling for convenience. Why do you sell only one product?
“I register companies for people. I stopped just doing a search, and getting them a registration certificate. And pricing each. Now, I sell a package which even includes the customer’s company seal and one year’s annual company filing returns. I now offer a one stop shop. And guess what? It works. In fact, I hear the relief in the customer’s voice when I tell them I’ll give them what I now call, ‘Your Business Starter Pack.’ What about you? Why do you settle on selling only one product?
Accounting services: expanding beyond the basics
“When I went solo as an accountant, I found there were just too many of us offering the same ‘doing VAT monthly returns’ services to SMEs. We had been commoditized. Many SMEs were even doing it themselves. So, I offered multiple (bundled) services at just slightly more than what the industry was offering for the one service.
At least now I am making some headway with prospective clients. They are not as dismissive as they were before, when I say, ‘I’ll not only do your monthly VAT and annual returns, I’ll also give you quarterly advisory services to interpret what your financial statements mean for your business and how to reduce your taxes. One year of doing this and the client, having seen value, doesn’t offer much resistance when I up my fees.”
Why do you sell only one product? Expand, engage, and grow with your customer
Maximize your sales: Don’t settle for just one product? And, no, this is not just about cross selling. It’s more than that. It’s understanding why your prospects cross buy. And helping them make that purchase decisions.
So, I ask again. Why do you sell only one product?
Tafakari hayo!
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