How Does Your Local Supermarket Teach You About Strategic Upselling Psychology
What Can You Learn About Strategic Upselling Psychology From Your Local Supermarket?
For some marketers and funnel creators who are new to online marketing, it can be incredibly eye-opening to find out that your trip to your local grocery store is actually a journey through a sales funnel.
Think about it…….The aisles of your grocery store are like one big maze, leading you toward spending more and more money. And the supermarkets have spent a lot of time and money to make sure that giant funnel works at its best.
“They’ve done a lot of the work for us already, so why shouldn’t we borrow some of it?”……says Stephen Esketzis, ClickFunnels
In today’s post, you will find out how these strategies can be used to help you when you are building your next sales funnel….
Strategy #1 – Core Products Are Placed at Opposite Ends of Supermarkets
- Have you ever noticed that when you’re in the grocery store, the milk is in a completely different spot than the bread?
- By doing this, supermarkets ensure that you have to travel to the store to finish a regular shopping trip.
- By including your core items, (say your offers), at different spots of your funnel, you’re ensuring that your customers go on for the entire journey.
Strategy #2 – The Checkout Lane is All About Upselling
- When shoppers hit the checkout lane, there’s a prime opportunity to expose them to a selection of smaller items that might catch their attention.
- If you aren’t using the checkout portion of your sales funnel for upselling, you’re missing out.
- Add in some non-essential items at the end of your sales funnel and ask your customers if they’ve considered adding them on.
Strategy #3 – Figuring out the Best Complementary Products
- Beer and peanuts, peanut butter and jelly.
- Being able to pair items together is a great example of how to subtly suggest to your customers that if they’re buying one, why not buy the other?
- While spacing core items out in your sales funnel is a good habit, pairing items, even at a discount when bought together, is a way to take advantage of your customer’s natural psychology.
Strategy #4 – Engage All of Their Senses
- When you walk into the supermarket, what’s the first thing you notice?
- Probably the delicious smell from the bakery.
- The next thing you know, you’re starving… and “shopping with your stomach.”
- Of course, your sales funnel is a little bit different since you’re likely not selling groceries.
- But that doesn’t mean that you can’t engage all the senses throughout your funnel to increase the chances of converting.
- Content can include descriptive words that inspire all your senses.
Strategy #5 – Creating an Atmosphere with Music
- Music can be a powerful motivator in evoking emotions and general feelings.
- Think about other ways you can set the mood throughout your sales funnel, putting your prospects at ease and putting them in the buying mood.
Strategy #6 – “Eye Level is Buy Level.”
- The idea is that there’s a sweet spot when it comes to placing higher ticket items in a sales funnel.
- Supermarkets often place these products right at eye level, so they’re the first ones you see when you’re scanning the shelves.
- For your sales funnel, think about that sweet spot for each element, that zone that gives you the most bang for your buck.
- This will help increase ROI, but also further strengthen the experience your audience has.
- When building your sales funnel, consider how you can offer a regular item, but also a completely ready-to-go version that entices your customer to spend a little more.
Strategy #7 – More Coupons than You’ve Ever Seen
- It doesn’t take a rocket scientist to know that people like sales.
- It feels good to get something at a discount or even for free.
- This is where your sales funnel can benefit from either having a discount at the end or where offers and giveaways come in very handy.
- A free ebook download or a snazzy mug with your company’s logo on it… these are small ways your sales funnel can draw people in because they’re attracted to the idea of getting a deal.
Strategy #8 – Make Your Customer’s Feel Spontaneous
- Your funnel doesn’t always have to feel like a step-by-step process to your leads.
- You should be planning out their every move, so they don’t even have to worry about it.
- This increases the potential of your sales funnel, but it also means they’re really enjoying the experience.
Supermarkets have figured out that we have a natural desire to stock up as well as to save. But we also have a habit of not always doing the math or of not being able to plan correctly for all that excess stuff we’ve bought. Where appropriate, add in offers to upsize at a discount.
I’m sure you’ve noticed a few tricks or two when you’ve been at the supermarket.
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To Your Success,