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1. The Psychology of the "Supplementary Product": Why Do People Buy Things They Didn't Ask For?
The secret begins with understanding the customer's mindset during the moment of "buying euphoria." When a customer decides to buy a perfume for 500 riyals, paying an additional 20 riyals for "scented wipes" or a "gift bag" seems insignificant. The mind compares the large sum to the small amount, deeming the latter "not worth mentioning." The "easy" salesperson is the one who places the complementary product at this precise moment, because they know the customer is in a "yes" state—a state where the mind is open to accepting any logical suggestion that complements their experience with the main product.
2. The "Logic and Association" Rule: Don't Sell Fish with Watches!
The biggest mistake beginners make is offering random products. To successfully sell "wipes with perfume," there must be a mental link. Perfume is a product of elegance and beauty, so luxurious wipes or small perfume "samples" appear as a complement to the overall look. If you offer a phone charger with perfume, the customer's mind will stop buying and start wondering, "Why?" This is where the original sale is lost. A smart salesperson creates a "story" within the shopping cart; perfume needs tissues, shoes need socks, and a phone needs a screen protector.
3. The "Bundle Magic" Strategy: The bundle price entices everyone. Instead of waiting for the customer to add tissues themselves, present them as an "irresistible offer." Put the perfume and tissues in one bundle and call it the "Stylish Travel Set." When the customer sees that the bundle saves them 10 riyals compared to buying them separately, they will immediately choose the bundle. Here, you not only sell the perfume but also clear your tissue stock and achieve a higher net profit thanks to the increased total bill size—what we call in the market "killing two birds with one stone."
4. The "Last Jump Button": How to use the checkout page as a profit magnet?
The checkout page is the most expensive space in your store. In "Sahil," we recommend placing a section called "Products You Might Like" or "Complete Your Kit" right before the checkout button. These products should be inexpensive (impulse buys) so the customer doesn't hesitate to add them. Tissues, keychains, gift bags, or even an extended warranty—all these products dramatically increase profit margins because the customer acquisition cost (CAC) has already been paid in the perfume itself, so anything sold on top of that is essentially net profit.
5. Smart Upselling vs. Crossselling: Know the Difference to Earn More
While crossselling is selling tissues with perfume, upselling is convincing the customer to buy the 100ml perfume instead of the 50ml. A professional retailer uses both. They start with upselling to increase the value of the main product, then finish with crossselling to fill the cart with complementary products. If you master this game, you can increase your store's revenue by 30% without acquiring new customers, simply by extracting maximum value from every customer who enters the store.
6. Timing is King: When should you display the "Buy This Too" message?
Showing complementary products too early can distract the customer and cause them to leave the store. The ideal timing is "after" the main product is added to the cart, or on the "Thank You" page. By 2026, technology will allow us to send an email or WhatsApp message 5 minutes after purchase saying, "Forgot to buy the tissues? You can add them to your order now with no extra shipping fees!" This type of reminder makes the customer feel valued, not exploited, and leads to a significant increase in sales.
7. Performance Measurement: How do you know if the tissues have achieved their goal?
At the end of each month, you should look at one number: the Attachment Rate. How many customers bought the fragrance and also purchased something else? If the percentage is low, then either the complementary product is unsuitable, the price is high, or its placement on the website is unclear. The "easy" merchant doesn't leave money on the table; he keeps experimenting, changing the location of the tissues, and changing their type until he finds the formula that makes every "spray of perfume" leaving his warehouse come with a "packet of tissues."
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