Understanding how a customer thinks is a big part of rapport building. When I used to work in retail and I approached a customer, I would always ask them open ended questions. Instead of asking: “Are you alright? Can I help you?” Most of the time the reply would be no, but if you rephrased it and said: “Hi there, what shoe are you looking for today?” By asking this question, you’re inviting the customer to give a suitable reply. It half eliminates yes and no replies. The last time you went to McDonald’s you might have noticed that after you order your burger the assistant will always say: “What drink would you like?”
As you see the up sell has been created. Whenever I sold a shoe, I would also recommend a shoe cleaner, sock, insoles and about 50% of the time I would make the combined sales. It is no different online than offline. When dealing with online customers although the medium is different the principles are the same. Once you sell a product online the next thing you could try is up selling a related item. For example if you’re selling a product on “how to get traffic by social bookmarking” after the sale has been made, you could try up selling a product on “how to get traffic via viral marketing”. Both products are related to getting traffic so you have a high chance of the sale converting because the customer is in buying mode. This is the best time to make extra sales. socks manufacturer