Profitable Online Pharmacy Sales Techniques: Cross Selling and Up Selling

Profitable Online Pharmacy Sales Techniques: Cross Selling and Up Selling
Profitable Online Pharmacy Sales Techniques: Cross Selling and Up Selling

For the sale of food supplements and other natural products in your online pharmacy to be successful and profitable, following recommendations and strategies is essential. In this article, a highly professional pharmacist from Canada Pharmacy will suggest two very profitable pharmacy sales techniques that aim to increase the average sales of your pharmacy: Cross Selling and Up Selling. Keep reading!

1. Cross-selling

Cross-selling is a pharmacy sales technique in which we offer the customer the possibility of acquiring an additional product or service that is related to the product or service originally purchased.

In the field of pharmacy, the expression or the term “complementary sale” is preferable to cross-sell. Some examples of complementary sales with probiotics are polymedicated patients, prevention of diarrhea associated with the administration of antibiotics, etc.

The complementary selling technique generates greater value for the patient/customer, higher profitability for the pharmacy, and often increases customer loyalty.

2. Up-selling

Upselling is a pharmacy sales technique that consists of offering the patient/customer a product or service of more value than the one previously requested. Although up-selling should be done based on communicating the benefits of the improved proposition, up-selling can be encouraged with other options:

A discount on the purchase price of the higher-end product:  sample giveaway

Allow the use of a service for a limited period of time at no cost: pharmacy sales techniques

Objectives of complementary selling and upselling

The first objective of these pharmacy sales techniques is to satisfy the needs of patients/customers. Complementary selling and up-selling are based on actively listening to the customer and offering a second product/service that improves the results of the first or complements it to a higher level of satisfaction.

It is not about forcing the customer to buy more things than he had thought but to make things easier for him or put them on a tray, but without feeling pressured to make that second purchase. Selling the product at all costs is absolutely counterproductive.

The second objective of these pharmacy sales techniques is the application of sales and profitability criteria in the process of selecting the products and services that the pharmacy will actively recommend. Above all, we have to think about the long-term profitability that we will obtain from satisfied and loyal customers, without focusing only on the immediate economic return.

Benefits of complementary selling and upselling

1. Customer satisfaction and loyalty

If we practice these pharmacy sales techniques well, we will become the pharmacy where the patient/customer will always seek advice. Offering 1 or 2 added products along with credible arguments to enhance the solution gives a good image of knowledge and professionalism.

2. Increase in the average ticket per customer

What complementary sales and up-selling are intended to do is increase customer profitability by increasing the average ticket and the number of products per ticket. Also, over time, the number of operations/day with the same team of collaborators increases.

3. A greater knowledge of the client is acquired

The greater knowledge of the customer about their purchases, needs, preferences, and tastes…, serves to guide future communications and purchases of the products that they like or that they may like.

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