In today's competitive landscape, upselling has become an essential strategy for growing revenue and improving customer satisfaction. Yet many merchants struggle to integrate sales techniques with digital payment systems.
ESTO's innovative payment solutions offer a simplified way to overcome this challenge, helping store staff sell more and customers buy now, pay later.
The digital selling challenge
As sales increasingly shift to digital platforms, traditional upselling methods – like in-person sales conversations – are fading. Merchants often struggle to integrate digital checkout processes effectively without hurting the customer experience. Above all, you need flexible, convenient payment options that make customers willing to consider add-on purchases without hesitation.
ESTO payment solutions – your ally in driving upsells
ESTO offers a range of payment solutions designed to make upselling easier:
ESTO 3 – this most in-demand payment method lets customers split their purchase into three equal, interest-free instalments. The merchant, meanwhile, receives the full purchase amount upfront. This method encourages add-on purchases, since customers find it easier to manage their spending.
Hire purchase – with this method, customers can split the purchase amount into up to 60 monthly payments. Customers can buy pricier items without immediate financial pressure, increasing the odds of a successful upsell.
Pay Later – this method lets customers buy an item now and settle up within 30 days, interest-free. The merchant receives payment right away, keeping cash flow steady. This method attracts customers who want to delay payment, making them more open to add-on purchases.
How to drive upsells in physical stores with ESTO products
Integrating ESTO payment solutions into your sales strategy can significantly improve your sales results. A few practical steps for effective upselling using ESTO checkout methods:
Understand the customer's needs – Train your sales team to recognize customer preferences and potential needs. Once you understand what matters to a customer, you can offer tailored add-ons that match their interests.
Highlight flexible payment options – When offering an add-on item, emphasize the availability of ESTO's flexible payment solutions. For example, if a customer is considering a pricier product, tell them about ESTO's hire purchase option, which lets them split the purchase amount into up to 60 monthly payments with no down payment. That can make the offer more appealing by easing the immediate financial burden.
Boost sales with ESTO 3 – Encourage customers to buy more today and pay later. Use ESTO 3 so customers can split the total amount into three interest-free instalments. This approach encourages buying multiple items at once, increasing average order value.
Pay Later for impulse buys – offer the Pay Later checkout method to customers who hesitate to pay upfront. This method lets them buy the item now and pay within 30 days, at no extra cost. It's especially effective at driving impulse purchases.
Make sure payment methods are available – Make sure your e-commerce platform or POS system is integrated with ESTO's payment solutions. This ensures a simple, convenient checkout process, letting customers choose whichever payment method suits them best, driving up sales.
Track your sales data and strategy – Use the ESTO Partner Portal to track sales data and analyze how effective your upselling strategy is. Identify which approaches and methods deliver the best results, and keep refining your tactics to maximize sales.
Potential benefits
Merchants and service providers who partner with ESTO have gained a range of benefits:
Higher sales – By offering flexible payment options, merchants have seen higher conversion rates and higher average order value. Customers are more likely to say yes to upsell offers when convenient checkout solutions are available.
New customer acquisition – Flexible payment options attract a wider range of customers, including those who might otherwise hesitate to make bigger purchases upfront. This benefit helps merchants attract and retain new customers.
Stronger loyalty – Delivering a positive shopping experience through convenient payment solutions encourages repeat purchases. Customers value the convenience and are more inclined to come back in the future.
Join our webinar and learn more
To dive deeper into the synergy between upselling and digital payments, we invite you to join our upcoming webinar "More Than One Purchase: The Art of Upselling with ESTO". This session will give you a deeper look at integrating ESTO payment solutions into your upselling strategy, training your team with methods that drive higher sales and improve customer satisfaction.