The Power of Cross Selling
Many home business owners neglect the power of cross selling. They are excited if they can just get a prospect to purchase one product, or enroll in one of their offers. Following is an article by Dan Kennedy that illustrates what you may be missing:
Cross Selling is a neglected, golden opportunity. Time after time, when I get clients to dig into this with customers, the clients are dumbfounded to discover how little the customers know about all the products and services they offer.
Working with a printing company, for example I unearthed twenty large clients, each bringing one type of printing to this client, but taking other types of printing elsewhere. For example, a customer having this printer do its catalogues and brochures, but having all his envelopes printed elsewhere. When queried, the customer said “I didn’t realize you wanted that kind of work.â€
Smart marketers periodically analyze each of their customers to determine which products/services they buy vs. those they do not buy, then they deliberately promote the unused products/services to the non-users.
For additional information about Dan Kennedy go to my website at Glazer-Kennedy Insider’s Circle, Orange County Chapter.
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Comments
Cross-selling is constantly on my mind in my ebay business, but I don’t feel like I AM doing it. When the opportunity is gently available I do. Ebay leads sellers to think any cross-selling has to be conducted thru their tools.
Yes it’s really by neglecting power of cross selling many home business owners are loosing their profits ,it’s the best way of developing home business
Yes very true and very valuable. I would also add that cross-pitching is also a very good way of developing Your primary business. Just as long as You do it the correct way i.e. don’t try to push it down people’s throats but instead generate curiousity. Show interest in what people do and in return they will show an interest in You. At that point You have an open invitation to cross-pitch.