Getting customers to buy more

Most businesses spend most of their time working out how to find new customers.  But the real power behind business growth lies in the customers you already have.

The easiest way to increase your sales is to sell more to your existing customers.  So, how can you do that?

The simplest systems can be the most effective:


  1. Upselling, for example if you go to McDonald’s and ask for a burger, they will always reply “Would you like fries with that?”
  2. Increasing your prices by 1%.  In every business we have ever seen, this has had absolutely no effect on the volume of sales, and is therefore the simplest way of getting your customers to spend more.
  3. Showing your customers your most expensive items first.  This will usually result in them choosing a more expensive option than if you showed them your cheaper items first.
  4. Bundling 2 or more items together and offering them as an advantageous price.
  5. Offering large quantities or sizes at advantageous prices.
  6. Offering ranges and collections that encourage your customers to want the complete set.

You could also experiment with:

  1. Offering tempting special upgrades, offers, promotions and bonuses at the point of sale.
  2. Offering customers all the extra items- like batteries- that they need to enjoy the full benefit of their main purchase.
  3. Offering other low price, unrelated items at the point of sale, such as sweets and magazines, many customers will buy them on impulse.
  4. Producing standard documents, which your team can give to customers to invite them to trade-up.

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