No matter whether it’s selling clothing, cookware, or snacks and cigarettes, all retailers want one thing: To get customers to spend more money while in their store. And what better place to entice your customers with spending a few extra pounds than at the till?

Items intended for upsell are so common, you’ve likely seen upsell opportunities in your everyday life. Packs of gum and mints at a convenience store till; cute earrings or bracelets at a clothing store; collectible card packs at a gaming store. These are all items strategically placed to entice customers into spending just a little more.

And it works. Upselling can boost revenue at retailers by as much as 42 percent, while also increasing lifetime customer value by as much as 40 percent.

But that might be easier said than done. Not every customer wants to spend more money, and not every staff member is a natural-born salesperson.

Luckily, there are some ways to persuade customers into spending a few extra pounds here and there, as well as ways to motivate your staff to regularly look for and pursue upselling opportunities. Here are a few things we’ve found to be extremely effective in most retail settings.

Upsell Prompts 

Perhaps the simplest way to upsell a customer is to ask them something like, “Would you be interested in this other product?” while they are checking out. To do this, your staff needs to remember—and be good at—asking these types of questions.

Tills can provide the necessary tools to make this opportunity easy to access. It can prompt sales clerks to offer additional items, suggest an upgraded item, or even offer suggestions from your product catalogue that are related to the customer’s purchases. For example, if they’re buying winter gloves, you may want to offer them a scarf. Just remember, the more specific the questions your staff asks, the better the customers’ responses are likely to be.

Dynamic POS Screens and Targeted Ads

Many POS systems include screens that face the customer. These can be loaded with general upsell suggestions, or ads can be shown that relate to the items purchased. What’s more, you can both place upsell items near the till while showing ads for those items. This will likely increase visibility and interests in those items.

What’s more, you can use the display to trigger specific upsell offers. For example, if the customer is buying a 1-litre bottle of Coca-cola, your till might offer a special price if they purchase a second bottle.

You may also wish to run promotions during certain times of day. For example, a convenience store that sees a high footfall around lunch (from 11 am to 2 pm) may wish to offer a specific combo special at their till during those hours.

Think Long Term

The first rule in sales and marketing is always Know Your Customer. That means understanding their purchase history, if possible, so that you can provide personalized suggestions for upsells.

Loyalty programs are the ideal way to obtain and track this type of information. So, instead of offering an upsell, it can be easier to ask for an email address or to offer them to join a loyalty program. This will enable you to more easily track their purchase history and send them targeted emails based on what they’ve bought. You can also provide them with exclusive offers, private shopping days, and other types of personalized promotions.

Remember, the upsell isn’t only at the POS, but it can be cultivated over time to increase future revenues.

Looking for help upselling at your POS? Everything EPOS has you covered! Schedule a call with our POS experts and get a free strategy session to discuss how to increase sales at your store’s till.