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DECK LEDGER: Creating Upselling Opportunities

Coastal Contractor

May/June 2009
by Kim and Linda Katwijk
Creating upselling opportunities

First 100 Words:
DECK LEDGER: Creating Upselling Opportunities by Kim and Linda Katwijk Expert business and legal advice Who hasn't heard the phrase "Would you like fries with that?" Asking every customer that question - a marketing strategy credited to Ray Kroc, former chairman of McDonald's - is one of the best-known examples of successful upselling. Making an add-on sale to a deck job can be as simple as that - just asking for it. Upselling comes down to informing clients about options they may not know exist. And there's no reason not to do it. When you've already invested time selling and

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