Upselling is a great way to increase your print shop's profit margins.
We have found that upselling is a great way to increase your print shop's profit margins.
As a print shop owner, you know how important it is to make the most of every sale. One of the best ways to do this is by offering your customers more products or services.
Start with a strong understanding of what your customers want.
While some customers are looking for a quick print job, others want to explore different ways they can improve their marketing campaign results. With this group, you have the opportunity to upsell them with custom graphic design.
To make sure you’re providing the best customer service possible, be sure you have a strong understanding of what your customers want out of their print jobs. This doesn’t just mean knowing how many copies they need or what paper stock they prefer—it means listening to your customers and learning about them as people.
What does this person do for a living? What would he like to accomplish with his printing project? What type of image does she want her business or brand to convey? And most importantly, are there any ways in which she could improve upon her existing strategy?
Offer value-added services that align with your customers' needs.
Graphic Design is an excellent value-added service that can bring in more customers, increase your profit margins and help you upsell. Design work is a highly valuable service to your customers, who will appreciate having more options. They'll be even happier if they have access to a design team without the hassle of hiring one on their own.
This added value also helps you upsell and sell additional services. Offering design services as a package is an easy way to grow your business's revenue, and it won't take much effort to get started. Here at Kapa99, you can have your own graphic design team, ready for any of your customer's requests.
Strategically price your upsells.
Upselling is a great way to grow your business and increase revenue, but you need to be strategic about your pricing.
When you’re first getting started, determine what the mark-up will be on each product and service you offer. Once you have that information, make it readily available to your team. This will help everyone stay organized and professional in the sales process.
Upsales can be offered at a discount or even for free if the customer purchases another product or service at full price. For example, if a customer is paying $1,000 for design work, they might pay $2 per card instead of $3 if they order 500 cards versus 250 cards. Similarly, they may get a 100% discount on shipping if they purchase more than 500 cards. You could also give them one box of 50 branded pens for free when they order 500 or more business cards or posters.
Be sure these types of deals are always worth your time and resources so you don’t undercut yourself in the process of increasing profits.
Design targeted upsell offers to motivate customers to buy more.
The first step to getting more from your print shop is to create an offer that will help you upsell. But how do you make something compelling? Here are some tips that should help you.
- Figure out your target market and what makes them tick. When designing a custom graphic design offer, it's important to figure out what makes your audience tick—what motivates them, what they like and dislike, etc.—and then tailor the offer accordingly.
- Be personal—personalize each item with a short story about why it's valuable for your customer's business. While many graphic designers use their own artwork and therefore have access to ideas on their end, most customers appreciate knowing how valuable an item will be for their company; understanding their own needs can help close the sale faster when explaining why they need new graphics for their office or storefront window. This goes hand in hand with being personable: remember not to be afraid to ask for the sale by asking if there are any current orders they'd like us to handle or if there's anything else you can do now that we've been selected as their printer/printing service provider.
Find the right moment to present your upsell offer.
An upsell offer is not a one-size-fits-all proposition. There are a number of different factors that can influence when you present an upsell offer. These include:
- The customer's behavior: Does the customer seem like they might be open to upgrading their purchase? Do they have the time to talk and the interest in learning more about your products? Are they likely to have the budget for an upsell offer?
- The product or service you're selling: What sort of item are you trying to sell? Is it something that customers typically put a lot of thought into, or is it something that customers are likely just going to buy on impulse?
- The medium you're using to present the upsell offer: If you're making your upsell pitch in person, for instance, then there's much less pressure on customers than if you were sending them emails or calls with your offers.
Keep track of what works and what doesn't, so you can improve your offers over time.
Over time, you will become very good at upselling. However, it's a good idea to keep track of your offers so that you can identify which ones work best in which situations. You can even go as far as to create weekly and monthly reports with the information you've gathered.
In order to do this, you need a system for keeping track of your upsell offers. The simplest way is to create a spreadsheet and include some basic information about each offer:
- Who did you make the offer to?
- What was the offer?
- What did their response say about them or their project? Were they easily swayed by the right words or did they seem like they needed more convincing? Did they only need a little nudge, or were they not interested in any upgrades no matter what? Which aspects of your offer were most effective?
- How much was the total order size and how large was the average upsell size (in dollars)?
Adding customizable graphic design options to your print shop's product line will help you maximize profits by increasing order sizes and building relationships with customers who are likely to be repeat business
In order to upsell effectively, you have to first offer a base product or service that customers want. Typically, this means creating an irresistible offer that's so enticing that the customer can't say no.
Once you’ve established your core product or service, it's time to add in your upsells. If you've done the work of optimizing your initial offer, then it should be easy to identify what added value you can provide at a premium price. People are willing to pay extra when they feel like they're getting more value for their money—and keeping them happy with your upsells will also make them more likely to buy from you again in the future.
Next, take time to look at how well your offers performed. Did people take advantage of one particular upsell much more often than another? Did you have significant drop-offs during the checkout process? What changes do people suggest if they give feedback on a particular product or service? This is all valuable information that can help improve sales over time.
It's important not to get discouraged if things don't go exactly as planned—after all, just because other businesses use a certain offer doesn't mean it will work for you! The key is to experiment and find the right balance between profit maximization and customer satisfaction by analyzing how each to upsell affects sales over time and adjusting accordingly