Cross Selling = Higher Average Order Values = Success
Master the art of cross selling using a proven cross sell strategy and you automatically unlock higher average order values, higher sales revenues and bigger sales margins – WITHOUT increasing lead volumes, sales conversion rates or rep head count.
Higher average order values means you unlock bigger sales opportunities with zero extra investment. At speed.
This becomes really important if budgets are tight, head counts are frozen and time is running out. In these instances, introducing cross sell opportunities into the sales structure can have an immediate positive impact.
Being able to maximise the average order value by as little as 10% can make a huge compounding difference to your sales revenue today, next month, next quarter, plus amp your sales pipeline value.
All it takes is a small shift in focus!
Discover how we cover all of this in one half day training course – Maximising Your Average Order Value
So, Why Do So Few Sales Leaders Look at Cross Selling?
As a sales KPI, few sales leaders measure how often cross selling happens, and even fewer set targets against this critical sales growth metric.
Yet, is is one of the fundamental pillars of high performance selling – and not just because of the revenue benefits, but also because it quickly blocks out any gaps from your competitors to penetrate key accounts.
Sadly, when sales lead volumes are decreasing, competition getting tougher, and budgets being stretched, cross selling should be a sales team’s first go to strategy to flip and negative impact on revenue.
That’s rarely the case, as often, many sales leaders miss this simple and obvious fix – and look instead to increase marketing spend to try and pull in more leads, increase discounts to bump orders, or focus solely on the sales conversion rates.
None of which work half as well as looking at ways to increase the average order value using simple, proven cross selling techniques.
Stop making sales growth so hard!
Master the fundamentals of cross selling (as just 1 of 6 additional ways) and enjoy the frictionless benefits of increasing revenues and margins with zero costs by joining is on our half day course to Maximise Order Values
Got a revenue shortfall to make up? Margin not where you need it to be? Need to get next month off to a great start?
Focus on the cross sell
Benefits of Using a Cross Sell Strategy
- Build a high quality sales pipeline with known prospects
- Increase sales conversion rates – they already know, like and trust you
- Boost average order values – do more with less
- Lower sales acquisition costs – no additional investment needed
- Keep your competitors out of your best accounts – meaning solid and stable customer base
- Increase customer loyalty – easy to service a smaller number of huge spend clients
- Create raving fans – you can afford to tailor solutions, increasing customer satisfaction
- Make selling easy – you’re already a supplier and approved
- Increase sales revenue without cold calling – let’s the team minimise the time they spend cold calling
Knowing all of this you’d think every single sales rep would be red hot at handling the cross sell.
That’s not the case!
Uncovering the Cross Sell – the Hidden Revenue Stream!
In your business you have this source of high quality sales leads, that will cost you next to nothing to harvest, will be easy to contact, happy to take your call and open to what you have to say.
And even better than that?
They already know, like and trust you.
And just when you think it can’t get any better…you discover that these sales leads are more than happy to spend their budget with you.
You know why?
Because they’ve already bought from you before.
The question is…are you really making the most of this rich seam of half closed business?
Or are you too busy chasing new business, cold calling competitor lists and searching for the next lead on LinkedIn?
Cross Selling is the New Old Way To Build Sales and Your Sales Pipeline
As data restrictions get tighter and more focus is put on inbound marketing campaigns, sales people need to be capitalising on all sales opportunities.
So if you have a business that has more than one product or service to sell then you could be potentially leaving orders on the table in every single sales opportunity you uncover.
Let’s Look at the Maths:
What’s your average order value? £1000
What’s the size of your active customer base? 2000
Turnover = £2,000,000 based on one transaction per year per customer
What’s the value of just one of the additional products/services in your portfolio? £100
Now, conservatively, if just 10% of your active customer base took the additional product you’d generate an extra £20,000 for no real extra work.
These are really very conservative numbers based on what you can achieve. I’ve seen average order values go from less that £750 to 3.3k in less than 3 months.
What kind of difference would that make in your business?
Or, looking at the additional by product of starting a cross selling initiative – if you’re like one of my insurance clients, your short term (within 2 week) lead generation campaign has a 33% increase in positive leads, all from starting their cross selling campaign on EXISTING leads!
Just from simple cross selling.
And what if your average order value of the add-ons is much higher.
Ready to talk?
Time for a Sales Growth Rethink?
Cross selling is the most under utilised business development and growth sequence.
To such an extent that most firms with two or more products or services could easily double they sales figures simply by fully exploring the sales opportunities that exist within their current list of current clients.
If cross selling is a skill you’d like to drive forward in your business let me know.
Most sales professionals claim to sell their whole business solution or catalogue when they talk with clients, yet so few actually do.
It’s easy to see the ones who do this religiously, their average order value is consistently higher than the rest of the team.
That’s just one of the huge benefits of having a skilled cross sell sales team…
Higher/increasing average order values
Plus, you’ll find you’ll be able to deliver better sales numbers.
And higher margins and higher sales conversion rates.
All without increasing the sales team head count.
And, if it couldn’t get any better, you’ll see competitors getting locked out of accounts that you’ve sown up.
Sticky customers don’t swap providers easily…no-matter what the new sales guy does.
So, plenty of wins for the cross selling sales team.
Let’s talk about how we can drive the cross selling habit into your sales function today.
Cross Selling is a Habit for Professional High Performance Sales Teams
Cross selling be inherent in every business, but especially those business where their are business silos, sales silos and customer silos.
This often happens in professional service firms where partners are protective of clients, in law firms, accountancy and business advisory firms where each partner works hard to build a close and trusting relationship.
Cross selling doesn’t compromise that trust, instead it helps the client enjoy an even closer relationship with the business. Deriving additional value and layers of protection form dealing with just one business.
Cross selling Will Always Deliver More for Less
It’s a great business habit and a customer benefit.
Cross selling is a must in a highly competitive world, and a strong source of competitive advantage where senior business leaders are able to take the leap of faith.
After all, who would you rather refer your clients to?
Someone who sits across the corridor from you or would you rather leave your client to the competition?
Cross selling does more than boost your sales, it protects your business long term.
Maximise Your Average Order Value
Join us and start your cross selling journey!
We look at 6 ways to maximise your average order value – without increasing lead numbers, marketing spend, head count or resources….
Just 4 hours and your team will have all the skills they need to make good on any revenue or margin short fall, AND add to their sales pipeline
Call today to book your slot – 0779 002 1885
With so much information available about how to improve sales, the best sales methods, the changing needs of buyers, what sales process to use… it’s often tough to know where to start if you want better sales results.
That’s why we create CLARITY from CONFUSION!
With our holistic approach to improving B2B sales performance, my clients can see an immediate uplift in sales outputs because we only focus on the elements of your sales function that are dragging your sales results down.
There is nothing hit and miss with our sales improvement interventions – whether that’s sales coaching, sales training or sales strategy.
What does that mean for you? Faster progress, less effort, fewer changes, less friction, smoother transition from the old to the new.
Don’t get bogged down in out the box sales solutions and ‘hit and run’ sales training – you’re closer than you think to getting the sales results you want, you don’t need to start from scratch.
So, what’s your sales challenge?
Let’s chat!
2 thoughts on “Cross Selling | The Fastest Way to Increase Sales, Revenue and Margin”