You can use upselling at different times of communication with customers: before purchase, during purchase or after purchase.
Before purchase. You can use upselling as soon as a customer enters an online or offline store. In an online shop next to simple laptop models, display more expensive ones, add comparison tables and demonstrate the benefits of buying a more expensive option. In a physical store, salespeople take this responsibility. Here one should be cautious: not to impose too much, be delicate and want to help genuinely. It is important not only for upselling but for customer relations as well.
During purchase. In this case, cross-sell is more suitable but you can also apply upselling. Along with cases and mousepads, you can also show more expensive laptop models. Some customers have goods in the cart for several days, because they are thinking about purchasing and an offer of another model may change their decision.
After purchase. This type of upselling is more suitable for selling software or digital services. After purchase, a salesperson offers updates, additional functions to programs. In a store after purchase, a salesperson can offer, for example, extended support.
Successful upselling is based on understanding customers’ needs and making the shopping experience more enjoyable. Then customers will more often get offered products that are of interest to them, which is an opportunity to increase income by 20-30%.