We have two opportunities to make an add-on sale.
1) When we approach a customer in the store, complete the sales process for one item and then take the opportunity to “add on” an additional item;
2) When the customer brings an item to the counter having already made their purchase decision.
The number one thing to remember is:
An add-on must be perceived by the customer as increasing the benefit of the original purchase.
An example of a poor add-on sale would be, having bought a book at WH Smith: “Would you like a bar of chocolate with that purchase?”
Ask yourself these questions before you propose an add-on item or items to your customer:
a) Is it relevant?
b) Will it save time?
b) Will it extend the life of the item?
c) Will it save the customer money?
d) Will it be more convenient for the customer?
e) Will it make the item easier to use?
f) Will it protect the item?