In Nigeria, many businesses are learning that selling is not just about offering a product and waiting for customers to buy. It’s also about how you suggest better or extra options to your customers. That’s where upselling and cross-selling come in.
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Let’s break it down in simple terms.
Upselling is when you encourage a customer to buy a more expensive or upgraded version of what they already want. Cross-selling is when you suggest a different product that goes well with what they’re already buying.
Think about this. You walk into a suya spot and ask for beef suya worth ₦1,000. The seller says, “Oga, do you want kidney and gizzard too?” That’s cross-selling. Then he adds, “Our family pack is ₦2,000 and comes with extra pepper and onions. You go enjoy am well.” That’s upselling.
Now imagine doing that for your own business, but smartly and respectfully so that Nigerian customers can understand and appreciate.
Here’s how to make upselling and cross-selling work for your business in Nigeria:
1. Understand the Nigerian Consumer Mindset
Nigerians love value. If someone is spending their hard-earned money, they want to feel like they are getting the best for their cash. This means, when upselling or cross-selling, always lead with value.
Don’t just say, “Buy more.” Say, “This one will last longer,” or “You’ll get a better result with this,” or “This combo will save you money in the long run.” Speak the customer’s language. Use familiar terms and relatable examples.
2. Timing is Everything
Don’t start upselling and cross-selling too early in the sales process. Let the customer first decide what they want to buy. Once they show interest, you can step in gently with a better offer or a nice add-on.
For example:
- A customer wants to buy a ₦5,000 face cream. You say, “We also have a combo that includes toner and serum for ₦9,500. You’ll get better results, and it lasts for a full month.” Make your timing smooth and your tone warm, not pushy.
3. Use Visuals and Real-Life Examples
Nigerian customers love to see what they’re getting. Show pictures or videos of the upgrade or the add-on product. Use testimonials from happy customers who bought the full package.
Example:
- “This is Amaka. She started with just our face cream, then added the serum last month. See her before and after photos. She’s glowing now!” When people see results, they are more likely to buy more.
4. Bundle Products the Smart Way
Packaging products together is one of the easiest ways to apply upselling and cross-selling techniques.
Let’s say you run a fashion store online. Instead of selling a dress alone, create a full outfit bundle with earrings, a clutch bag, and shoes. Offer it at a slightly discounted total price. This makes the customer feel like they’re saving money while spending more — and they love it.
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5. Don’t Be Too Salesy — Be Helpful
In Nigeria, people appreciate businesses that treat them like human beings, not ATMs. So always make your upselling or cross-selling sound helpful, not forceful.
Say things like:
- “This one might suit your skin better.”
- “A lot of customers who buy this also go for this combo.”
- “If you’re using this phone for business, you’ll need more storage — I recommend the 128GB version.”
It feels like advice, not pressure.
6. Offer a Free Trial or Sample
When possible, give a small taste of the product you’re trying to cross-sell.
If you run a food business, offer a free bite of a new dish. If it’s skincare, give a sample sachet of a new soap. Once they try it and like it, they’re more likely to come back and buy the full product.
This method builds trust, especially in Nigeria, where people are careful about what they spend on.
7. Train Your Team Well
If you have salespeople or customer service reps, train them to understand upselling and cross-selling. Let them practice how to suggest options in a friendly and respectful way.
They should know your products, the benefits of each one, and the best way to describe them in relatable terms. Nigerian customers love familiar language, and a well-trained salesperson who sounds like “one of us” can convince anyone.
8. Use Your Online Channels Wisely
On your website, Instagram, WhatsApp catalogue, or Jumia store — make sure to display suggested products.
- “People also bought this…”
- “Complete the look with…”
- “Best paired with…”
Utilise these cues in your captions and product descriptions to spark curiosity and boost sales.
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Final Thoughts
Selling in Nigeria requires a good heart and a sharp mind. If you want your business to grow faster, you need to go beyond just offering products. Utilise upselling and cross-selling to help customers derive greater value while boosting your revenue.
Always remember — the goal is not just to sell more, but to serve better. When Nigerian customers feel understood and well taken care of, they don’t just buy — they return, refer, and remain loyal.
So next time someone walks into your store or DMs your business page, think of how you can gently and smartly offer them a little more. That “little more” might just be the game changer — for them and your business.
Featured Image Source: Rebuy
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