“Would you like fries with that?” Has probably made more money than any other phrase ever crafted by a salesman. This sentence is pure sales genius. It’s simple script that any order taker can memorize in seconds. The best part about it, it doesn’t even seem like a sales pitch.
McDonald’s “would you like fries with that” is a shining example of what I call the “two step upsell” or TSU for short. The TSU is often overlooked by salespeople and business owners. At the same time, it’s exactly what allowed McDonalds to dominate the food scene with a mediocre product for decades.
The same, simple, upsell process can be introduced into your business too. And “no” it doesn’t matter what you sell. If you have more than one product or service, you should offer an upsell package. If you’re not making the offer, you’re not making the money.
Every business should have an easy to implement upsell strategy
Here’s what happens in most scenarios. A guy walks into a store and sees a pair of $500 shoes he really likes. You mention that they look great on him and he decides to buy. Most sales people stop right there, and pat themselves on the back. This common practice not only hurts the company, it hurts the salesman’s commission check.
The right thing for the salesman to do, would be for him to offer the customer a matching high end belt and wallet, to go along with his shoes. He’s already in the buying mood, he clearly has money to spend or he wouldn’t be buying $500 shoes. It’s the perfect storm to suck as much money out of him as he wants to give you.
Clients like this LOVE to spend their money. They get a small high from buying high end goods. It’s nice to know you can spend some serious cash and get treated like a king.
The two step upsell strategy works in pretty much every business
If you’re company offers more than one product or service you should make multiple offers to each buyer. No matter how much you think they won’t buy. Not everyone thinks like you. If you only offer one service or product, you need to look into creating a bolt on service or product that you can use for an upsell. Every company needs more than one offer.
When people are already buying is the best time to get them to spend even more. I’m not saying rip people off, take advantage of folks or anything like that. I’m saying that if you see me in the store buying a suit, sell me a tie and a shirt to match it. If you don’t offer I won’t ask but you’re doing both of us a disservice by not asking.
If you’re a manager or business owner, you need to train your people to always, always, always, offer a two step upsell. The TSU is really simple. Matter or fact, like most aspects of sales, the simpler you keep the TSU, and the script to match, the more you will sell. Think “would you like fries with that?”
Implementing a two step upsell strategy into your business can increase profitability by 50% or more.
Here’s how the TSU works. It’s not hard. It just has to be done. The offer has to be made. If there is no offer made to the customer, there is no chance of a sale. You have to ask for the business in order to get it. You know all those items at the counter at 7-11? Yeah, the trinkets and candy stuff. When’s the last time the clerk asked you if you wanted one? I know that if they started asking if I wanted a kit-kat, I’d probably buy one. That’s a chance at $1 more out of every customer that buys. Yet, they never ask.
Step one of the TSU is simple. Once the customer has made the decision to spend money and become a customer, you simple ask them if they would enjoy something else you sell that goes along with their needs. Nothing more nothing less. “Sir, we have a great belt and wallet combo that goes perfect with those shoes. Would you like me to grab them for you? What size belt do you wear?”
Step two of the TSU is to take their money. Yep that’s it. Make an offer and collect the payment from those who take you up on it. I told you, the best part of sales is that keeping it simple works best.
Two Steps: Make offer. Collect payment.
If you’re missing out on sales by not implementing actions like TSU into your sales regimen, you should invest in yourself and your ability to take knowledge and turn it into action. I’ve got a sales program that will expand your mind and allow you to increase closing ratios without being a pushy a-hole. Check it out at www.showupandclose.com
Lastly, if you’re ready to invest in yourself and you want to make a change in your life, fill out the form below. Once I get your application, we will have a chat about what your needs are and how one of my products can solve it. Hint: I’m really really really good at this sh!t. Lemme help you, but it’s not free
