Provide project inspiration that requires just six ingredients, five of which you know your customer already has. The sixth ingredient should be something new and a high-margin, high-retail item. In the consumer's mind, the project is "inexpensive" because she only has to buy one thing.
Use the same principle as Amazon.com: "Customers who bought this item also bought: " Tag your most popular items throughout the store. We all want to be unique and make out purchases based on our own desires, but we are also swayed by our peers and will end up joining the pack if invited.
The great thing about Starbucks is that they have matched their coffees with their pastries. They say, "One grande latte...and do you want to try a yummy, hot breakfast sandwich this morning?" Create your version of their upsell approach and tag on a complementary item that adds to the sale.
- Duncan Enterprises' TrendSpotters Team
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