Upselling has a bad reputation. We tend to think of it as a sleazy practice, one that’s only good for unnecessarily milking money out of customers. But upselling can be more positive than you think.
While it’s true that upselling is designed to give the store a sales boost, if you upsell the right way, you won’t only be increasing your sales revenue. You’ll help your patients, too. If you look at upselling from the perspective of helping your patients, then it’s a must-add in your pharmacy.
Here are five ways to upsell in your pharmacy that will help your patients and your sales.
1. Offer to add on services
Each time you dispense a prescription, ask your patients if they want to add on an additional service, such as a flu shot, medication synchronization or personalized packaging.
Think of this upselling approach as simply educating your patients about your pharmacy’s services. Many of your patients might not know about your flavoring service or that you offer immunizations. So, when you “upsell” them, you’re really just letting your patients know that those services are available. Even if they don’t want to utilize these services now, they might want to in the future.
2. Make front-end product recommendations
Recommend new front-end products to patients based on your interactions with them, or based on purchases they’re already making. For example, recommend a probiotic supplement from your front end for a patient picking up a prescription for an antibiotic. Or, if a patient grabs sunscreen, suggest one of your aloe products, too.
Making recommendations can boost your sales and your relationship with your patients. By pointing out a product you’ve thought of specifically to help them, you’re showing your patients that you care, while encouraging them to make an additional purchase.
3. Promote your loyalty rewards program
Don’t forget to ask patients if they’re familiar with your loyalty rewards program when they checkout. If they aren’t, let them know how they can earn rewards for shopping in your pharmacy.
Patients are more likely to respond to an upsell appeal when there’s an incentive or reward for them. With a loyalty rewards program, your patients will be rewarded for coming back to your pharmacy, and you’ll be rewarded with repeat customers.
4. Bundle products
Group popular items together to increase sales potential. For example, offer patients purchasing over-the-counter cough and cold remedies the option to add a pack of tissues for a discounted price, or offer those picking up prescriptions the option to purchase a greeting card.
Bundling items incentivizes your patients to make an additional purchase. It also helps you get rid of inventory faster and it increases your average sale per customer.
5. Increase product visibility
Place cheap, small items, such as lip balm or cough drops, in baskets near your checkout counter. Point them out to patients making purchases to encourage last-minute impulse buys.
Upselling doesn’t have to be sleazy, but it can be informative. Educate your patients on your products and services to boost your sales.
