Have you seen How To SELL Anything?

This incredible sales handbook distils an expert's lifetime of sales and marketing experience and hands it to you on a platter, in a simple, easy-to-follow format. With existing customers being the most valuable source of income for any business, this book will teach you how to increase your return business and make more profit from your most loyal customers - and even how to reduce the costs of dealing with your least profitable customers.

Get it on Amazon (Kindle/Print)

Customers seek more customised attention

The study surveyed 159 US and UK business decision makers with responsibility for ancillary products businesses, and found an interesting paradox: more than half consider ancillary sales revenue to be a key goal, but most lack the sophistication on their websites to realise the revenue potential that can be generated with targeted and customized ancillary offerings.

In a related finding, Forrester reported that very few respondents are using a detailed customer profile for ancillary sales targeting. Instead, generic offers are presented to all customers, or are related to products in their shopping cart.

Yet the research clearly demonstrated that businesses will find much greater success in online ancillary sales if they create a unique and dynamic experience for the customer.

With the maturation of web-based technology and the rise of social media channels, customers have been empowered to expect a highly personalised interaction at every website they visit.

The study suggests that ancillary sales decision makers should always:

1. Know their customers and what they are likely to buy;
2. Acquire ancillary products that are tailored to their customers' impulsive needs;
3. Consider working with partners to optimise sales and fulfilment;
4. Place ancillary offers on the same web page as the purchase path to create greater ease and convenience.

"This points to a sector that's ripe for additional revenue growth, but only if it's done strategically," said Fusion's president, Bob Dufour. "Ancillary sales excellence can help both new and established companies improve their revenues online, enhance the customer experience and deepen their relationship with their consumers, but only if it's done in the highly customised way that today's sophisticated online shopper demands."

According to Fusion, there are several industries that could potentially benefit from such ancillary sales excellence. For example, insurance companies could see a potential rise in sales from cross-selling solutions to combat the growing identity theft problem prevalent within credit card, banking and retail sales. In addition, telecommunications providers sell phone accessories and roaming Wi-Fi access, but other growth opportunities exist, such as handset insurance, extended warranty and home security monitoring. And financial services firms could also compete for a greater share of the customer's wallet by offering tax return services, estate planning and more.

"Incorporating personalisation technology into an online sales platform, identifying ancillary options, and optimising offers in the purchase flow are a few examples of personalising the customer interaction," concluded Dufour. "Consumers are clearly expecting this level of personalised attention, and will reward the online merchants who provide them with the most tailored ancillary options at the best time."

Have you seen How To SELL Anything?

This incredible sales handbook distils an expert's lifetime of sales and marketing experience and hands it to you on a platter, in a simple, easy-to-follow format.

With existing customers being the most valuable source of income for any business, this book will teach you how to increase your return business and make more profit from your most loyal customers - and even how to reduce the costs of dealing with your least profitable customers.

You'll learn to sell yourself, sell your products, and sell your brand on the internet, writing high-conversion landing pages, social media posts, and more. You'll start attracting customers you didn’t even know existed, and learn the top trade secrets for customer retention.

You'll become a lean, mean selling machine. See how the experts do it and learn to adapt what they've done for your own profit. You'll learn to write strong, powerful, effective sales copy, whether it's for a sales script, sales letter, flyer, insert, advert or just about anything else.

You'll learn how to sell whether you're selling by telephone, by mail, or even meeting prospects face-to-face. You'll find out how to size them up, present yourself, nail down their true needs, close the sale, and learn to tackle the tricky ones.

You'll discover the biggest secrets of successful direct mail sellers, sales letter writers, and how to segment and choose the right prospects for each campaign.

Get it on Amazon (Kindle/Print)