Software Sales: Customer Satisfaction Guaranteed
One of the soft ware sales techniques of marketing is product recommendation. This technique is also being used by Amazon.com. This selling technique is also known as cross-selling. The products that usually involve in cross-selling are complementary products to the one they intended to buy in the first place. On the other hand, Up-selling includes selling products for higher profit margin.
Cross selling technique is used by amazon.com by adding a back up CD onto the shopping cart. To up sell a premium version is sold on a slightly higher price.
Higher revenue could also acquire from up-selling options such as:
1) Upgrades
2) Maintenance/ support contracts and consultancy
3) Add-ons
4) Custom made developments
5) Licensing deals
6) And the factors that increases Cross-Sales
What factors increases cross selling?
First is the price. The value acquire by the customer in buying their wants and needs. Another factor is testimonials. This is the unbiased opinion of a friend the customers ask about the product they intend to buy. The “add to cart” function also promotes cross selling. The other product could be taken simultaneously with the main product. And to really get the value of product bought from cross selling. The following are the 7 Cross selling tips:
1) Choose the complementary products correctly
2) Its best to use automated systems that recommend a particular product based on previous purchases.
3) List the best sold products
4) Target your clients by creating clients’ behavior profiles and models
5) Aim for repeat sales through customer satisfaction
6) Communicate well to clients the opportunity buy an additional products. Be sure to keep records of all refusals to avoid mix up’s later.
The buyer should be familiar with the additional products. It is most helpful to have an additional page dedicated for cross selling product description. Products without link to other pages are mostly preferred.
The cross selling section should have useful information like pictures and other product details. The additional product picture size should be bigger with thumbnails and smaller the main product picture size.
The site where client can have more product information is a good spot for cross selling. To see which product association is bringing you best results try as many product combinations as you can.
There are three cross-selling elements to be added to products’ presentation page. These elements are: 1) additional products should be cheaper compared to the main products 3) Keep track of customers’ behavior.
How to collect data?
By tracking the clients’ frequency in visiting a site through software sales their preferred communication channel and product could be identify. This could also help to identify the product promotion that should be used for a prospect.
Common sense and past experience is the only data being used by small companies. On the other hand, larger companies use a method called “Data Mining” to obtain information that will increase their clientele and increase profit. The demographic data collection that can be found in the login system could identify order history and client preference. Another way in finding out the degree or interest in using additional product is through conducting software sales survey by sampling on client data base and phone and email information.
Conducting an online survey can be done directly on a website. Through effective data collection can help you create attractive product or service package offer. This could also increase profitable cross selling opportunities.
In order for cross selling to work, the focus should be on the customer, not on pushing a certain software sale program. Customer satisfaction on the first product should be first fulfilled before promoting about additional products or services. The benefits of availing additional product should be properly communicated to the customer.
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