When the MacDonald’s guy politely asks you “ Would you like to have French fries with that?” at the time you are about to make a payment for the Cheese Burger you wish to eat , the French fries amount to a cross-sell! This small question gives them a whopping 4 million kilograms of friesRead more
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In the book Marketing Metrics, the author states, “The probability of selling to a new prospect is 5-20%. The probability of selling to an existing customer is 60-70%.” That’s where the fairly simple concepts of up-selling and cross-selling come into picture. Though often used interchangeably, there’s a meaningful difference between the two. Up-selling is convincingRead more
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