Sunday marketing tip: Up-sell scripts for use at the newsagency sales counter

Up-selling is a challenge for many in retail, especially in the local newsagency. To many, it feels uncomfortable and forced, a chore employees often do only because they have to.

Those most successful have usually found how to inject themselves into the up-selling process. It can take time to find the words that work. Smart retailers provide their employees time and encouragement to discover this for themselves.

To force it and demand a pitch be made across the counter can do more harm than good.

Here are some example or up-sell scripts. Some are full scripts while others are the opening words. They are designed to kick start your own ideas.

• Would you like fries with that? Every store has a good impulse item which works with the majority of sales. If not, find the product. Then, the upsell question is a service and not a sales pitch.
• We have a special offer today with every purchase…
• Have you seen this, it’s just in…
• The boss wants us to quit this item so we are offering two for one…
• We have a free gift if you buy this today…
• Did you want any candy with that today?
• Would you like to taste one of our new candy bars?
• We have a special offer today for customers who spend over $50, if you spend another $50 you get it at half price.
• Have you seen these, they’re just in…
• If you join our loyalty club I can give you 5% off this purchase today.
• We have a free gift for every purchase over $50 today, you’re just $10 off getting this free gift you wanted to look around some more.
• Would you like one of our re-useable shopping bags – they are only $2.50 and they’re environmentally friendly.
• Would you like to go in our gift voucher lucky dip? It costs $10 and there are vouchers inside from $10 to $50.

Asking for extra business is half the battle to getting extra business. Retail employees are more likely to engage if you have good offers to pitch. Find items of relevance and price them for efficient selling. The best items are those which fit with the most common items you sell – like fries fit with burgers.

Allow your team the time to develop the words which work for them to turn your good ideas into extra sales.

Remember, up-selling is personal.