You’ve got their orders—how do you get them to buy more?

By Alicia Orr , Editor In Chief and Catalog Success

Bruggeman says he considers upsell/cross-sell offers similar to having impulse items at the grocery-store checkout aisle. Here’s an example of how a conversation might go with an Omaha Steaks buyer, Bruggeman says: “If the customer orders six steaks, we try to upsell him to 12. If that’s OK, then we say why not cross-sell six burgers. If the customer says OK to that, again, say why not up it to 12 burgers?”