Using Accessories to Upsell

To boost your sales and profits with existing customers, consider adding a few extras to your product lines or services

I misplaced my digital camera recently, so I stopped by an electronics store to buy a replacement and asked for the smallest, slimmest camera available. Done. Then I headed to the accessories aisle for a camera case and dithered over the choices of leather vs. fabric and black vs. red. My husband, ever the engineer, observed, "Do you realize you spent less than two minutes picking out a digital camera and over five minutes picking out a case for it?"

To continue reading this article you must be a Bloomberg Professional Service Subscriber.