‘Would you like fries with that?’ has become a cliche, but selling complementary items to existing customers is often overlooked as a selling technique for both personal and online selling.
- Placing complementary items near the checkout works as an impulse technique: think of bookmarks positioned at the register of a bookstore.
- Suggesting or prompting the customer to consider complementary items is often helpful, for example a ‘do you need batteries?’ sign for electronic toys.
- Discount incentives often help the sales of complementary items, for example ‘buy shampoo and conditioner and get the body wash free’.
