Even if you’re satisfied with the numbers you’re making, chances are you wouldn’t be one to say ‘no’ to an extra boost of revenue. (Believe it or not, ten out of ten entrepreneurs would like to increase their earnings!)
If you haven’t considered building in ‘add-ons’ to your business, then it’s time to rethink your business structure. More often than not, engaged couples are in need of standard décor items for their wedding day – think candles, linens, or even boutique candy favors. By upselling these types of products, you can not only make more money, but you’ll also be saving your clients the time and effort of buying them from a brick-and-mortar store. (Not to mention the savings, but we’ll get to that!)
Seems simple enough, right? The best way to really take advantage of upselling is to build a wholesale relationship with a supplier that has the products that you want to sell. Take a look at some of the events that you’ve done in the past and keep an eye out for any items that pop up and, if you see a pattern, it may be a good bet to upsell that product! Do your research and find a retailer that suits your needs, then reach out and introduce yourself and your plan.
Are you more of a visual person? Consider buying some samples of the products to keep on hand when selling to clients – they’re more likely to purchase them if they can physically see and touch the product and evaluate its quality.
When working with clients, bring your products into the design and show them how they can be used specifically in the plan that you have. Be sure to emphasize how efficient it will be for them to purchase the products through you, as they’re letting you handle all of the ordering.
Sharing the savings with clients can also help to seal the deal. If you’re buying in bulk, you’ll be purchasing at a rate that is discounted compared to that in a store. By relaying the discounts to your clients as well, you’ll be giving them another incentive to purchase from you. Just be sure to work your numbers so that you’re still making a profit – that way, everyone goes home happy!
Working with a wholesaler to provide clients with products they already need can be a win-win situation for everyone involved. What are you waiting for?
Audrey Isaac is the spokesperson for 100 Candles, a wholesale market for candles and lights. Since 2002, thousands of wedding and event professionals have entrusted 100 Candles with their wholesale candle accounts. For more information, please visit http://www.100candles.com/.