How a Single Item Can Skyrocket Profits Train Your Pharmacy Team for Upselling Success
Nobody wants to feel like they’re bugging customers, but don’t let this minor insecurity hold you back from starting a conversation that can lead to an upsell. The key is doing it gently . You might even think that trying to upsell customers a single item isn’t even worth the hassle. Well, you couldn’t be any more wrong! It can be a single-dollar ChapStick or a full-blown $60 vitamin — the fact is that you just need to add one more item to every patient’s transaction. This will increase your transaction value and have your profits on the rise. There’s less stress on getting more people through your door if the patients you already have are increasing their transaction value. One item added for every patient’s order will add up.
task for employees, as they don’t want to seem too much like a salesperson. So, this is how to get them started effortlessly.
You likely already know that each team member has their own favorite product they love to talk about. Let them pick that item as their upsell product! When you give your employees the freedom to choose what they sell, they’ll be more passionate about talking about it, not only with more knowledge of the product but also with authentic love a patient can’t ignore.
Giving them the choice of what they sell is a simple and low-pressure way to start this
habit. You can have them place these personal favorites at the register so it’s easy to spotlight them. Make it as easy as possible for them to get in the habit of sharing products with patients. Then, when they can comfortably share items to increase transaction value, you can train them to start incorporating products tailored to a patient’s order.
Crunch the numbers. Adding a bottle of ibuprofen or hand sanitizer to every purchase might not sound like much, but after you lay out the numbers, there’s no denying the impact that upselling your patient’s transactions can have.
If a customer is buying antibiotics, recommend probiotics. Is a parent buying cold medicine? Offer some vitamin C supplements! Before this, though, you need to let employees start at their own pace with their own recommendations. Bring value to your patients. Starting softly will not only help train your employees but also your patients! Many people have a knee-jerk reaction and instantly say “no” to any salesperson. However, if patients see that they are being recommended something valuable each time they visit, they can avoid that reaction. This small change can make a huge difference in your profits and revenue. If you need some product recommendations for your team to start sharing with customers, you can scan the QR code to know our favorites that people just can’t ignore! Remember, one small item for each transaction can improve your pharmacy more than you think.
Let’s break down an example: A typical pharmacy may sell around 200 prescriptions a day, making up 50 total transactions. Now,
imagine your team was able to upsell a single $10 product for each of those 50 transactions. That would be $500 of revenue in just one day . Most OTC products have 50% margins, so that would mean $250 in profits per day. If a pharmacy is open 22 days a month, that means you’d get a total of $5,500 in additional earnings in just a month! All you need to do is ask. That’s it! Clearly, this is worth starting a conversation. It’s time to start training your employees to try to add just one product to every patient’s transaction. You can even make a goal to help motivate your team to start showing off an item. Let your team shine (how they want). Before you get the whole team revved up and ready, you need to figure out what is a realistic goal for your pharmacy. Examine your average OTC transaction value and see how much you can increase it with a single-item upsell.
Scan the QR code to see some of our favorite products!
Once you have a number, it’s time to let your team make those conversation starters. But we get it — it isn’t always the easiest
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