opinion

Tips for Leveraging Customer Behavior to Boost Upsells

Tips for Leveraging Customer Behavior to Boost Upsells

You’re at a fast-food place, ready to order a cheeseburger, when suddenly the cashier reels you in with a brilliant suggestion: Why not add fries and a drink for only a few extra bucks?

That’s upselling: a common sales technique where a seller encourages a customer to purchase additional items or upgrades to enhance their original purchase. I’m sure you knew that already — but have you ever wondered why some upselling techniques work so well, while others seem to fall flat?

Tap into how your customers think, appeal to the things that matter to them most, and you’ll be upselling like a pro in no time.

Get ready to learn what makes customers purchase, and how to use that knowledge to supercharge your upselling game with strategies that will have your shoppers saying “yes” more often.

Customer Psychology 101

Numerous factors can motivate customers when they’re considering making a purchase. A sense of scarcity or urgency, such as a “limited-time offer” evokes, can push you to act fast before the opportunity slips away. There’s also “social proof,” meaning our impulse to follow the crowd when we read glowing reviews from other customers; and “authority,” meaning desiring a product because it is endorsed by an influencer we trust.

Those are all especially important for broader marketing campaigns, but when it comes to upselling individual customers, two of the biggest factors are emotion and context.

In addition to more objective, rational criteria like price, quality and functionality, we shouldn’t forget about the emotional side of purchasing. Desires, aspirations and even fears can play a big role in shaping decisions. Who hasn’t splurged on something simply because it made them feel good? Listen to customers, then frame your upsell as a way for them to get what they really want and are hoping for — or as a way to help them overcome whatever they are worried about.

Social and cultural factors can also be a big influence. How does this product fit into the customer’s life and reflect their identity? The same product can be perceived very differently by different customers depending on their backgrounds or social circles. Understanding their “bigger picture” will help you to craft a narrative that makes the upsell an enticing prospect.

Once you understand what your customer wants and where they are coming from, you can also activate the following strategies.

Build Rapport and Trust

You’re more likely to take a friend’s recommendation over a stranger’s, right? The same goes for your customers. Establishing credibility and rapport with them is key to gaining their trust. When customers trust you, they’re more open to your suggestions, making it easier to upsell them on additional products or even upgrades. So don’t underestimate the power of a friendly smile and a genuine conversation; they can go a long way in building meaningful connections with your customers.

Make It Personal

Let’s face it: most people do not respond to a generic, one-size-fits-all approach. That’s why personalizing your upselling game is so important. Work on really getting to know your customers, whether by paying close attention to the details when you’re chatting with them or by analyzing their preferences. Once you’ve got a good understanding of what floats their boat, you can tailor your suggestions to fit their unique needs, desires and interests. That way, you’re not just selling products — you’re offering solutions that speak to them on a deeper level. That’s the secret key to their hearts and wallets. Plus, customers who feel seen, valued and appreciated are more likely to return for future purchases.

Add Value!

Offering a free gift with purchase as an upsell incentive not only adds value to the original purchase, but also helps create a sense of excitement about the purchase as customers feel like they are getting a special deal. Plus, by strategically showcasing the premium product alongside the free accessory, you’ve effectively upsold customers on a higher-priced item they might not have considered when they began shopping — without coming off as pushy or pressuring.

Understanding what makes your customers tick, and applying the strategies described above, can not only result in higher average order values, but can also boost customer satisfaction and loyalty. Tap into how your customers think, appeal to the things that matter to them most, and you’ll be upselling like a pro in no time.

Known as the Queen of Wands, Carly S. is a pleasure educator, author of the blog “Dildo or Dildon’t” and a self-described bad bitch from the Bronx. Find her on social media @Makeupandsin. She is the product manager for Spectrum Boutique, social media manager for Nasstoys and provides freelance social media and consulting services.

Copyright © 2025 Adnet Media. All Rights Reserved. XBIZ is a trademark of Adnet Media.
Reproduction in whole or in part in any form or medium without express written permission is prohibited.

More Articles

opinion

Why It's Time the Pleasure Industry Got Serious About IPX Waterproof Ratings

As someone who regularly communicates with manufacturers, retailers and consumers, I’ve seen how this ambiguity can do a disservice to both the customers who use these products and the businesses that sell them.

Alicia Sinclair Rosen ·
opinion

Tips for Sexual Wellness Brands to Win Over Gen Z This Summer

As summer rolls around, the excitement in the air is palpable, especially for one particular demographic: Gen Z. College and university classes are over, vacations are booked and it’s time to let loose.

Naima Karp ·
opinion

Celebrating the LGBTQ+ Community With Inclusive Packaging Design

Pride Month is a time of visibility, joy and self-expression. In the pleasure industry, projecting that energy can start with something as simple as a box. Market research shows that 72% of U.S. consumers say product packaging influences their purchasing decisions.

Matthew Spindler ·
profile

WIA Profile: Pettus Ashley

Pettus Ashley brings her A game to the world of authentic adult branding, flitting between airports as the American face of U.K. brand Bathmate. As a company brand ambassador, Ashley personifies Bathmate’s dedication to the retail world, showering staff with equal amounts of appreciation and sales education.

Women In Adult ·
profile

Good Relations Fosters Sex Wellness, Positivity for 40+ Years

Melinda Myers, the founder and owner of Good Relations in Eureka, California, was still in college when she got invited to attend her first pleasure products home party.

Quinton Bellamie ·
opinion

Why It's Time for Pleasure Brands to Stop Ignoring B2C Marketing

For many B2B adult brands, marketing to consumers feels like a waste of time. I’ve heard it so many times: “We sell to retailers, not consumers. Why should we invest in B2C marketing?”

Hail Groo ·
opinion

The Midlife Movement Is Exploding; Is the Pleasure Industry Ready?

In marketing, there tends to be an emphasis on the younger generation — the trendsetters. The assumption is that appealing to the younger market has a halo effect on older consumers, who look to younger folks for what is on trend.

Sarah Tomchesson ·
opinion

Gender Play Gets Creative With Fantasy Toys

Sex toy manufacturers are increasingly recognizing the value of fantasy products, expanding their lines to include ever more diverse designs. What was once considered a niche market has proven to have broad appeal, demonstrating that people are eager to explore desires that extend beyond conventional human experiences.

Rin Musick ·
opinion

How Sex Toy Retailers Can Better Support Marginalized Communities

As someone who has been in the industry since 2003, I’ve seen countless trends, products and marketing strategies come and go. Yet one thing has remained consistent: a significant gap in how sex toy retailers serve marginalized communities.

Kimberly Scott Faubel ·
opinion

Tips for Boosting Ecommerce Success During Masturbation May

Masturbation May is not just a month for self-exploration. It’s also a prime opportunity for ecommerce brands in the adult retail space to tap into a highly engaged audience actively searching for resources and products to celebrate their sexual wellness.

Matthew Spindler ·
Show More