Tip #095 – Upsells


Tip #095
Upsells

I guess everyone reading this is familiar with the term “upsell” but just in case anyone isn’t, here is what Wikipedia has to say…

Upselling (sometimes “up-selling“) is a sales technique whereby a seller induces the customer to purchase more expensive items, upgrades, or other add-ons in an attempt to make a more profitable sale. Upselling usually involves marketing more profitable services or products but can also be simply exposing the customer to other options that were perhaps not considered previously.

Essentially, an upsell involves recommending another product to the customer before or after they have purchased their initial product.

Without an upsell, you are making a basic amount of sales and restricting your profits.

But with an upsell, you are maximizing your sales by increasing your profit per customer.  The key to a perfect upsell is to be relevant.

For example, if a customer comes in to purchase a birthday arrangement a relevant “upsell” item would be mylar balloons or a plush toy animal.

flowerSoft allows you to set up automatic “upsell” items that will display once the customer is finished ordering what he or she originally called or came in to order.

The “upsell” item or items will automatically display on the screen,  for you or your employees to ask the customer if they would also like to order the additional items.

In addition, flowerSoft allows you to mark upsells as commissionable and indicate a commission percent or amount.

Here is how to set up automatic upsells in flowerSoft.

First, go into the Manager’s menu, select the Marketing option and from the Marketing option select Upsells.

Upon selecting the Upsells option, the following menu will be displayed:

Select the A – Add Upsell Items option.

Look at the upsell item above.

All upsell items must have an item code, a “Start on Date” and an  “End on Date”.
You must also indicate when the upsell will be suggested.  The only options are “Always” or “Never”.
These 2 options, along with the “Start On Date” and the “End On Date” fields will give you complete control as to when the upsells will be displayed.

In the example above, we have indicated that the upsell should start on any order with a delivery date equal or greater than 01/01/2012 and end when the delivery date is greater than 12/31/9999.  Since that will never happen, we are in effect saying that we want the upsell to run forever.
We are also indicating to flowerSoft that we do not want the upsell displayed when the occasion is a SYMPATHY occasion.

We are designating the upsell as commissionable and the commission will be 10% of the selling price of the upsell.

Upsells can also de defined for specific occasion or dates, for example…

This upsell will be displayed only during the Valentine’s Day holiday period in 2013.
Why?  Because we have indicated the start and end delivery dates to be between 02/01/2013 and 02/14/2013 and we have also indicated that this upsell should never be shown except if the order’s occasion is a holiday.

If the item code you are specifying for the upsell, flowerSoft will give you the opportunity to add it at that time, as shown below.

Now, let’s see what happens when we are taking an order for delivery on 02/14/2012.

So here we have the order, which is being delivered on Valentine’s Day of 2012.  Notice also that the occasion is HOLIDAY.  WIthout a HOLIDAY occasion, the Valentine Mylar Balloon upsell will not show.  We’ll show you that later.

As soon as you finish entering the item or items the customer wants to purchase and you hit Page Down to go to the next screen, flowerSoft will display a list of upsells that are in effect for the delivery date requested.  See below.

As you can see, 3 different upsells are displayed.  The HAPPY VALENTINE DAY mylar because we specified that we wanted it displayed between 02/01/2013 and 02/14/2013 and the other 2 because we specified that we wanted to always display them except when the occasion was SYMPATHY.

Note that to select the upsell sold to the customer, if one is sold, you must highlight the upsell and hit S.  Simply hitting the Enter key will not select the highlighted upsell.

After you press S to select the highlighted upsell, flowerSoft will ask you for the quantity sold.  It defaults to 1, but you can enter any number you want in that field.

If the upsell has a designated price, flowerSoft will not ask you for the price, but if it doesn’t, it will do so.

If there are several upsells to choose from, flowerSoft will keep the upsell window up until you hit X or Enter to exit the upsells.
This gives you the opportunity to upsell more than one item.

Once you hit X or Enter to exit the upsells, flowerSoft will bring up the next logical screen automatically for you.

And remember, that flowerSoft will also generate a commissions report for you.

So there you have it, a way to increase your sales without much effort.

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