Simply put, sales can be calculated as the average customer price x the number of customers. The only way to increase sales is to increase the number of customers or the average customer price. Upselling and cross-selling focus on the average customer price.
In the past, mass marketing was popular, with methods such as mass nigeria phone numbers list advertising in the mass media to raise awareness and stimulate purchasing desire among many consumers. After World War II, the rapid population growth in developed countries, especially in the United States and Japan, also promoted the spread of marketing methods that emphasized customer numbers.
Of course, upselling and cross-selling were also practiced in this era. For example, when ordering a hamburger at a fast food chain restaurant, asking "Would you like fries with that?" is a typical example of cross-selling. Also, recommending a more expensive car model when replacing your car is an example of upselling.
However, in recent years, more and more companies are beginning to place importance on upselling and cross-selling. is decreasing due to the declining population, making it more difficult to acquire new customers and sell in large quantities. The idea is beginning to shift to the idea that treating existing customers with care, maintaining close relationships for a long time, and maximizing LTV (lifetime value) is more likely to lead to greater benefits for the company than selling broadly and shallowly to many customers. In this context, upselling and cross-selling, which increase the unit price of existing customers and increase sales, are attracting attention.
However, without close communication with customers, upselling and cross-selling will just be "pushing". Especially in B2B, it is not easy to build a relationship of trust with customers, and if it is perceived as a pushy sale, it may have the opposite effect. To be successful in upselling and cross-selling, it is important to properly carry out nurturing and sales follow-up and to make proposals that are beneficial to customers.