“Would you like fries with that?”
Surely the best ‘cross sell’ line ever!
The beauty is in its simplicity.
It’s more than just a question, asking the customer to buy more.
“You want anything else?” would’ve done that.
It’s a ‘suggestive’ cross sell.
Suggesting the product for us to buy.
Enticing us.
Teasing us.
Of course we want the fries!
We want the fries in winter.
We want them in summer.
I’ve seen people scooping their ice cream with those fries!
And that’s the second part of the magic.
The fries themselves.
We didn’t even call them ‘fries’ before that.
And they're called French Fries!
As if there's something special about the way the French deep fry their potato!
But once we’d tasted them, we were spoilt for life.
The mere mention of the word ‘fries’ would make us salivate.
(Apologies to Pavlov and his dogs).
But the fries had to be so good they would actually work as a cross sell.
As an add-on.
That they could deliver on their promise.
Every time.
But even when they don’t, we fall for it again the next time they ask us.
Hoping for that crunch.
They’ve done the hard work.
They got us to the counter.
Now to make the most of it while they’ve got us.
Genius.
But now to the point of this post.
What’s your cross sell?
What are you suggesting?
What are you promising, knowing you can deliver..
Every time?
Let me know if you’d like to discuss this further
Peter