The art of the upsell: using SIM cards to upsell consumers on plans and prepaid minutes

February 22, 2016 1:10 pm Published by Leave your thoughts

Perhaps the best-known upselling phrase is fast food’s ubiquitous “would you like fries with that?”, whose variants are echoed at cash registers and drive-through windows around the world. When performed correctly, it’s everything an upsell should be: simple, elegant, and easy to say yes to. Have you already ordered fries? Great, then how about a dessert with your meal? What about upgrading the meal size? Perhaps some extra cheese or bacon on your burger?

There’s a lot that the quick service industry does right when it comes to upselling. When manufacturing and selling SIM cards, there are opportunities to perform upsells that are just as easy for your consumers to accept.

More than fries with that

Upselling, by nature, is easier than selling a product. Your customer has already made a decision to purchase one of your products, after all, so offering an upsell (or cross-sell – but we’ll get to those in a moment) should be part of the natural progression of your sale.

Perhaps the easiest way to upsell with your SIM card is to also offer pre-paid minutes. You may have already seen similar services at your local phone store, newsagent, or supermarket, usually in the form of a competitively-priced SIM card with some free minutes/texts/data included. Options for upselling here could include adding additional data or a higher-priced option that offers unlimited text messaging.

All in all, you’ve got plenty of options at your disposal!

Train your staff

Even the best upselling program can fail in the face of a single undertrained or unenthusiastic sales assistant. If you’re selling your SIM cards through a store that you own – whether online or with its own bricks-and-mortar storefront – then training your customer-facing staff in upselling is vitally important.

A mistimed suggestion or one that fails to read the customer’s mood has the potential to sour their disposition towards your business. They might not storm away from your POS or online shopping cart, but the likelihood of their return to your brand could be lower.

Spend some time training and refreshing your staff on how to effectively upsell your SIM cards. Give them scenarios and examples of organic suggestions, and integrate upselling as part of your sales process – online, this is extremely easy to add to product pages, but not as effective as a tailored recommendation given in person.

Add value with cross-selling

If you’re selling your SIM cards through a vendor, it’s likely they are already employing cross-selling strategies to increase their sales. Just under their shelf full of your SIM cards, for example, might sit a shelf of USB car chargers.

Cross-selling is distinct from upselling in that it aims to offer products that are complementary to a customer’s purchase, as opposed to upselling, which focuses on offering upgrades.

A great way to cross-sell smartphone products with your SIM card is by targeting the international market. If you have a customer who is buying a SIM card for travel, an intelligent example of cross-selling would be also offering a protective phone cover designed for the rigors of travel, or a portable back-up charger or battery, so that your customer can reliably charge and access their phone overseas.

Upselling and cross-selling, when done right, can both add value for your customers and increase your revenue — both at very little cost on your part.

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This post was written by CARDCore Group


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