Upselling, the Multichannel Way

Above all else, reps need to know when enough is enough. Customer tolerance for the combination of phone time and clicking around will come to an end quickly. So unless an individual customer is an avid buyer, it’s best not to ask to change pages more than once or twice.

Check out most research reports these days and you’ll see that more than half of most catalogers’ orders are coming in online. Back when phone orders became commonplace, the opportunity to upsell caught on fast. Now comes another new opportunity worth jumping on.