Suggestive selling is a popular marketing technique widely used across various industries to boost sales. A wide range of industries has adopted it for its proven effectiveness. If you are part of the marketing industry, you need to understand the ins and out of suggestive selling strategy.

In this article, we will explore what suggestive selling is, the benefits it offers, and practical techniques to implement it effectively. Read on to learn more!

What Is Suggestive Selling?

Suggestive selling is a marketing technique that encourages customers to buy additional products that complement their initial purchase. You often see this strategy used to entice customers into choosing slightly more expensive options than what they originally intended to buy.

The keys to success with this approach are affordable pricing and better quality. It taps into psychology; when customers buy one product, they are more likely to consider adding on a lower-cost item.

By implementing this technique, businesses can increase conversion rates and allow employees to earn extra commissions for successful upsells.

Examples of Suggestive Selling Techniques

You probably encounter this technique frequently during your visits to convenience stores. Cashiers often use this technique by suggesting various items while you check out.

Here are some common examples of suggestive selling you might come across while shopping:

• Offering a mouse as an add-on when purchasing a laptop.
• Recommending a hat to complement the sweater you are about to buy.
• Encouraging customers to buy a screen protector or other accessories when they purchase a smartphone.
• Presenting additional beverages, like coffee or tea, to go with the doughnuts customers have chosen.

Benefits of Implementing Suggestive Selling

Implementing this marketing strategy can be a highly effective way to boost sales for your business. Besides driving sales growth, this strategy also offers several additional benefits, such as:

• Increasing revenue: By selling two or more additional items to customers, your company’s revenue will rise with each transaction.
• Enhancing customer satisfaction: When customers receive offers for complementary products that are valuable to them, they feel happier with their purchase, especially if they enjoy discounts on those items.
• Strengthening customer loyalty and retention: Customers who feel they have gained something from your services are more likely to come back and spend more in the future.
• Reducing shipping and handling costs: Items purchased together can be shipped together, helping you lower your shipping budget.
• Empowering employees to serve customers better: This technique requires strong communication skills. As employees practice this technique more often, they will become more proficient at significantly increasing sales.

Suggestive Selling Techniques

To effectively implement a suggestive selling strategy, you need to understand the best practices of this marketing strategy. Here are effective techniques that you should learn and apply to boost your sales:

1.  Build Customer Trust

It is crucial to establish strong relationships with your customers. You can start by focusing on building trust by providing clear and transparent information and testimonials.

Customers are more likely to trust a product when they see how it has benefited others. Thus, all employees should be knowledgeable about product benefits and testimonials, allowing them to effectively convey this information to potential customers and encourage them to make additional purchases.

2. Demonstrate the Product's Value to Customers

The next technique you can use is to demonstrate how customers will genuinely benefit from purchasing the additional product.

For example, if a customer buys a pair of shoes, you could suggest adding insoles to enhance comfort while exercising.

This way, customers will see how beneficial the insoles can be, making them more inclined to purchase them.

3. Offer Complementary Products

As mentioned earlier, suggesting complementary products can be an effective technique in suggestive selling.

For example, you could offer boots as a complementary item when someone buys a raincoat.

However, if you try to sell a pair of flip-flops alongside a purchase of shorts, customers are likely to show less interest. This highlights the importance of offering products that genuinely complement the initial purchase made by the customer.

4. Explain Products Information

To enhance customer satisfaction, employees should have a thorough understanding of the products they sell, including details about how and where the products are made, their advantages, and the benefits they offer.

For example, if the running shoes you sell are made from breathable materials that improve airflow and reduce the risk of blisters during long runs, be sure to share these benefits with customers.

5. Offer Special Deals

In the context of suggestive selling techniques, understanding your customers' budget is key to making relevant offers.

For example, you might suggest a bag priced $1.50 higher than the customer's first choice, but offers better quality and is currently on sale.

By showcasing what customers will gain by spending a little extra, your offer will be perceived as an opportunity to get more for a great price.

6. Create Product Bundles

Bundling similar or related products can enhance their perceived value to customers.

Most customers tend to feel they are getting a better deal when they purchase bundled products because it is convenient and often cheaper. Make sure to point out that buying a bundle is more cost effective than purchasing items separately.

For example, if a customer decides to buy a TV, let them know that bundling it with an audio system could save them money thanks to the special discount on the package.

7. Instill a Sense of Urgency

Tap into your customers' FOMO (Fear of Missing Out). For instance, you could mention that the discount on the bundle is only available today, making customers feel like this is their only chance to grab a great deal.

This fear of missing out can be a powerful motivation, encouraging them to make a purchase right away.

8. Launch Customer Loyalty Program

Establishing a customer loyalty program is an effective strategy to encourage your customers to make more purchases.

This type of program incentivizes customers to buy additional products to accumulate points faster.

Typically, customers earn points for each purchase, and once they have collected enough, they can exchange them for gift cards or free items.

When customers see the benefits of the program, they are more likely to happily spend more of their money.

9. Deliver Outstanding Customer Service

Providing top-notch service can open up more opportunities for selling complimentary products. Customers are more likely to consider buying additional products when they receive exceptional assistance from the staff.

Tip: Be careful not to make customers feel pressured during their purchase decision. Your goal should be to assist and guide them as they explore the various product options, not to impose promotions on them.

10. Time It Right

In suggestive selling, you should avoid jumping into offering additional products too soon, as customers are likely to reject it. You can start by building trust with your customers through excellent service.

Once they decide to buy the initial product, that is the perfect time to recommend additional items. This way, you can seamlessly guide them toward making an upsell.

Conclusion

This concludes our discussion on the definition, benefits, and essential techniques of suggestive selling that every business owner should know. When implemented effectively, these techniques can be highly advantageous.

One of the most significant benefits is its ability to boost sales while also enhancing your brand image through effective communication between staff and customers.

In addition to suggestive selling, businesses can also utilize another digital marketing strategy to reach a wider audience and increase conversion rates through SEO optimization.

Leave this to a team of experienced professionals for optimal results. SEO Services by cmlabs are ready to help enhance your business website's visibility on Google search.

When customers can easily discover your business online, the potential for increased sales becomes much greater. So, do not hesitate to contact our marketing team for a free consultation today!