Enhancing Dispensary Consumers Experience Through Suggestive Selling.
Cross-Selling and Upselling in retail Dispensaries is not just about increasing sales, but also about enhancing the overall customer experience. They are able to discover new products or features. Did you know a Lookah Seahorse Pro can be used for Wax Concentrates, Cartridges and a water pipe? DOES YOUR CUSTOMER?
My brother and I are always surprised that more Budtenders do not suggest accessories when we are purchasing products to consume.
By suggesting products which complement &/or enhance the customer's consumption experience, Budtenders can provide added value and personalized recommendations.
For example, Budtenders can substantially help customers buying wax concentrates by knowing just a little more information. A simple personal statement like, “Recently, I’ve started using a very low temp with my wax banger… Amazing terp flavors! What do you like to use?”
As I write this, I made this statement to my brother, Jamie. He replied, “Glowing Red Banger!” A little exaggeration, but he does like his dabs HOT. If I was Up Selling to him for HIS benefit, I may ask if he is ready for more butane or a new quartz banger.
Challenge yourself or a trusted Lead Budtender to try it a few times. Focus on how you can enhance your customer’s consumption experience.
Understanding the concept of upselling.
Upselling is a sales technique where a Budtender encourages a customer to purchase a higher-end product or add-ons to their original purchase. The goal of upselling is to increase the average order value and maximize revenue.
To effectively upsell, retailers need to understand their customers' needs and preferences. By analyzing customer data and purchase history, dispensaries can identify opportunities for upselling and tailor their recommendations accordingly. I prefer to make “either or” suggestions. Upselling, I make suggestions when the consumer is making their selection.
When Upselling, I make suggestions when the consumer is making their selection.
For example, your customer comes in to purchase a ¼ oz of flower. As the customer is finishing their flower selection the Budtender asks, “We just got sweet new Water Pipes. Here let me show you a couple or do you prefer hand pipes?"
When Cross-Selling, I prefer to make the suggestion as the customer is getting close to checking out, like a friendly reminder.
For example, The Budtender says to your flower customer as they are preparing to check them out, “We have Special Blue lighters & Blazy Susan Cones, If you need more!”
It is important to strike a balance between offering valuable add-ons and not overwhelming the customer with too many options.
Upselling requires effective communication and product knowledge. Budtenders should be trained to identify upselling and cross-selling opportunities. How to communicate the benefits of the additional products in a persuasive and non-pushy manner can be key to success. By focusing on the value and relevance of the upsell, dispensaries can increase the chances of a successful upselling transaction.
Effective strategies for successful upselling
To successfully upsell in dispensaries, it is important to implement effective strategies that resonate with customers and drive results.
One strategy is to bundle complementary products or services together. By offering a discounted price for purchasing a bundle, dispensaries can incentivize customers to upgrade and add more value to their original purchase.
Example: The dispensary flower inventory is getting high (hahaha), I didn’t say, “getting you high.” It’s time for a sale, try offering a percentage off hand pipes with ¼ oz purchases.
Lastly, training Budtenders to effectively upsell is crucial. They should be knowledgeable about the products offered and different ways of consumption (with an open mind). This will enable them to better tailor recommendations to your customers. Regular training and coaching can help Budtender become more confident and successful in upselling.
Our next blog post will be about upselling specific product types to consumers.
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