Comfort in cross-selling and up-selling for your credit union

When working with consumers, cross-selling or up-selling can be hard if your bank or credit union staff aren’t sure how to start the conversation. Some people would prefer to not mention anything at all, rather than try to suggest possible next best products or services for fear of seeming to pushy.

And trying to predict how the consumer may react to the conversation may be another factor in why some staff may not be successful or even try to place more than one product or service at a time.But consumers today are already one step ahead of the merchant because of the evolution of consumer behavior in digital age.  So going ahead and suggesting ways your new customer can possibly save money is just a smart next step.

Build the Confidence in Your Bigger Purpose

Think of it this way… this person is sitting in front of you (or on the phone). You already knowing what they think they want and, you possibly have some thoughts about what they might also need. It’s also probably the case that he or she is not going to want to get back in touch with you again, if that can be avoided. Don’t miss this chance to help!

 

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