Upselling is an excellent way to increase sales revenue. Done right, it also boosts customer experience. Some shoppers know exactly what they want, but most are still in decision-making mode when they enter your store. You should take advantage of your upselling opportunities everywhere, but focus the most attention on your checkout counter. It’s a proven winner.

Creative retailers are always looking for new ways to boost sales revenue. In the case of upselling, you can increase sales volume and average sale amount by inspiring additional purchases and promoting higher margin merchandise.

The following 10 ideas offer both fresh and refreshed ways to upsell at your checkout counter. Some are new, some will have you saying, “Oh, good grief, we’ve been forgetting to do that one!”

1. Upselling improves customer experience by helping people make the best possible choices. An upgraded product with more features – or an accessory or two – could bring them greater utility (or personal satisfaction). Your advice or special display helps them make that better decision. Accessories – from colorful cell phone covers to colorful bracelets – are ideal for your checkout counter.
   
   
2. The best add-ons for your checkout counter are smaller, inexpensive items. Often-forgotten necessities, tempting treats, or something new to try.
   
   
3. Gift cards are a perennial winner, as are small seasonal gift and novelty items.
   
   
4. Weather-related items are also ideal. Who doesn’t want an extra pair of inexpensive wooly gloves, a scarf, or fluffy socks when it’s frigid outside? Or an extra tube of sunscreen or lip balm when it’s sunny?
   
   
5. Offer trial sizes of new products. You can earn a little extra revenue now, and generate full-size sales later. Or include some full-size products in your display for immediate up-sales. Samples work the same way, increasing both instant and future sales.
   
   
6. Use emerging technology to help customers interact with your merchandise and store. Invite them to try out click-to-pay with a smartphone to get a gift or discount.
   
   
7. And speaking of technology, if you’re an online or multi-channel retailer, use visual cross-selling techniques to boost sales during the checkout process.
   
   
8. Every shopper loves a deal, so 2-for-1 or similar promotions are perfect for the checkout counter.
   
   
9. Offer a special gift if customers spend a certain amount. When a customer’s total at checkout is getting close, remind them and offer suggestions to put them over the top.
   
   
10. Chat them up. Checkout counter displays should sell themselves, but verbally draw attention to them, too. And verbally make additional offers: Would you like fries with that? Don’t you just love these new scarves? I already bought one for myself and I’m getting compliments left and right. Have you signed up for our email specials yet? (Email sign-ups upsell in the future, encouraging repeat sales as you communicate reasons to shop again.) Use your POS system to remind sales associates.

It’s all about psychology. Your checkout counter will upsell like never before if you display small essentials and purely impulsive goodies that offer a range of practicality, value, and “why not?!”