{"id":13408,"date":"2023-06-17T15:00:01","date_gmt":"2023-06-17T13:00:01","guid":{"rendered":"https:\/\/www.revfine.com\/?p=13408"},"modified":"2025-09-18T13:27:01","modified_gmt":"2025-09-18T11:27:01","slug":"como-las-ventas-adicionales-proporcionan-ingresos-a-bajo-costo-y-clientes-leales","status":"publish","type":"post","link":"https:\/\/www.revfine.com\/es\/how-upselling-provides-low-cost-revenue-and-loyal-customers\/","title":{"rendered":"C\u00f3mo el upselling proporciona ingresos a bajo costo y clientes leales"},"content":{"rendered":"

Todo tipo de empresas utilizan las ventas adicionales para mejorar la experiencia de sus clientes y maximizar los ingresos de las ventas existentes. Desde el camarero de McDonald's que pregunta: "\u00bfQuieres papas fritas con eso?", hasta las aerol\u00edneas que ofrecen mejoras de asiento. Las ventas adicionales brindan la oportunidad de maximizar el valor de cada cliente. No todos los esfuerzos de venta adicional son bien recibidos, en particular los esfuerzos impulsados por el \u00fanico deseo de ganar m\u00e1s dinero. Si se hace correctamente, las ventas adicionales pueden acercarlo a sus invitados, obtener m\u00e1s ingresos, una mejor retenci\u00f3n y una menor rotaci\u00f3n.<\/em><\/p>\n

Las ventas adicionales construyen mejores relaciones con sus clientes<\/h2>\n

Cuando alguien habla de ventas adicionales, lamentablemente lo primero que le viene a la mente es un vendedor grasiento que ofrece servicios y productos que usted no necesita ni desea. La verdad es que, en la mayor\u00eda de los casos, las ventas adicionales generan felicidad. De hecho, las ventas adicionales est\u00e1n estrechamente relacionadas con la satisfacci\u00f3n del cliente<\/a>.<\/p>\n

El objetivo de las ventas adicionales es brindarle al cliente todas sus opciones para que pueda tomar decisiones mejores y m\u00e1s informadas. Si conoce las expectativas y el historial de comportamiento de un cliente existente, podr\u00e1 guiarlo mejor hacia el producto o servicio que mejor se adapte a \u00e9l. Al demostrar que comprende sus necesidades y preferencias, construye relaciones m\u00e1s profundas con los clientes. Es una situaci\u00f3n en la que todos ganan. Sienten que usted les brind\u00f3 un valor especial mientras genera m\u00e1s ingresos.<\/p>\n

Las ventas adicionales son m\u00e1s f\u00e1ciles y rentables que vender a nuevos clientes<\/h2>\n

Todo el mundo sabe que la adquisici\u00f3n de clientes es cara. Los costos son sustanciales: campa\u00f1as de marketing, equipos de ventas, comisiones, etc., todo debe pagarse para que los clientes crucen la puerta. Un art\u00edculo en la investigaci\u00f3n de Harvard Business Review realizada por Federico Reichheld de Bain & Company<\/a> descubri\u00f3 que generar un nuevo cliente es entre cinco y 25 veces m\u00e1s costoso que mantener un cliente actual.<\/p>\n

En lugar de ejecutar elaboradas campa\u00f1as de marketing, anuncios de concientizaci\u00f3n y gastar mucho dinero en las OTA, simplemente puede aumentar las ventas a sus clientes existentes. Ya han pasado por la inicial. "caro"<\/em> embudo y, por lo tanto, son sus clientes m\u00e1s rentables, ya que requieren muchos menos gastos de ventas y marketing. Es mucho m\u00e1s f\u00e1cil y econ\u00f3mico optimizar una venta adicional a un hu\u00e9sped que ya conf\u00eda en usted y le ha comprado algo en el pasado que intentar realizar ventas adicionales a un hu\u00e9sped que es nuevo en su marca.<\/p>\n

Seg\u00fan Marketing Metrics de Paul Farris, las empresas tienen una tasa de \u00e9xito de 60 \u2013 70% en la venta adicional de productos y servicios a clientes existentes, en comparaci\u00f3n con una probabilidad de 5 \u2013 20% de venderlos a nuevos clientes. Adem\u00e1s, es probable que los clientes existentes tambi\u00e9n gastar 31% m\u00e1s<\/a>, en comparaci\u00f3n con nuevos clientes.<\/p>\n

Aumente el valor de vida del cliente<\/h2>\n

Las ventas adicionales consisten en proporcionar el mejor valor posible a sus consumidores para que ellos contin\u00faen brind\u00e1ndole el mejor valor posible a usted. Ese esfuerzo dar\u00e1 sus frutos durante muchos a\u00f1os m\u00e1s. Poni\u00e9ndolo en perspectiva:<\/p>\n

El gur\u00fa de las ventas Jeffrey Gitomer lo describe como ayudar a sus clientes a ganar. \u201cCu\u00e9ntales c\u00f3mo ganan. Cuando ellos ganan, t\u00fa ganas. Simplemente mu\u00e9streles c\u00f3mo una venta adicional les ayudar\u00e1 a ganar... y usted les entregar\u00e1 m\u00e1s valor. Eso cimenta las relaciones\u201d.<\/p><\/blockquote>\n

Sus esfuerzos podr\u00edan generar alrededor del 70-90% de sus ganancias, en comparaci\u00f3n con los simples 5-30% generados por una venta inicial o \u00fanica.<\/p>\n

Las ventas adicionales son una de las formas m\u00e1s sencillas de aumentar el valor de vida del cliente de sus clientes leales. Cuando se hace correctamente, centrarse en las ventas adicionales a los clientes que ya han gastado su dinero en su empresa es una forma eficaz de aumentar el valor de por vida de su cliente.<\/strong><\/p>\n

\n

M\u00e1s consejos para hacer crecer su negocio<\/h3>\nRevfine.com<\/strong> es la plataforma de conocimiento l\u00edder para la industria de la hospitalidad y los viajes. Los profesionales utilizan nuestros conocimientos, estrategias y consejos pr\u00e1cticos para inspirarse, optimizar los ingresos, innovar los procesos y mejorar la experiencia del cliente.

\n\nExplore el asesoramiento de expertos sobre gesti\u00f3n, marketing, revenue management, operaciones, software y tecnolog\u00eda en nuestro sitio web dedicado. Hotel<\/a><\/span>, Hospitalidad<\/a><\/span>, y Viajes y Turismo<\/a><\/span> categor\u00edas.<\/div>","protected":false},"excerpt":{"rendered":"

Todo tipo de empresas utilizan las ventas adicionales para mejorar la experiencia de sus clientes y maximizar los ingresos de las ventas existentes. Desde el servidor de McDonald's preguntando: "\u00bfQuieres papas fritas con eso?", Hasta las aerol\u00edneas que ofrecen ascensos de asiento. El upselling brinda la oportunidad de maximizar el valor de cada cliente. No todos los esfuerzos de ventas adicionales son bien recibidos, en particular los esfuerzos impulsados por el \u00fanico deseo de hacer<\/p>","protected":false},"author":1,"featured_media":13413,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[201,799,765],"tags":[660],"class_list":["post-13408","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-travel-marketing","category-revenue-management-strategies","category-hotel-upselling","tag-roomdex"],"yoast_head":"\nHow Upselling Provides Low-Cost Revenue and Loyal Customers<\/title>\n<meta name=\"description\" content=\"Upselling provides the opportunity to maximize the value of every customer. 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