{"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":"comment-la-vente-incitative-genere-des-revenus-a-faible-cout-et-des-clients-fideles","status":"publish","type":"post","link":"https:\/\/www.revfine.com\/fr\/comment-la-vente-incitative-genere-des-revenus-a-faible-cout-et-des-clients-fideles\/","title":{"rendered":"Comment la vente incitative fournit des revenus \u00e0 faible co\u00fbt et des clients fid\u00e8les"},"content":{"rendered":"

Tous les types d'entreprises utilisent la vente incitative pour am\u00e9liorer leur exp\u00e9rience client et maximiser les revenus des ventes existantes. Du serveur McDonald's demandant \u00ab\u00a0Voulez-vous des frites avec \u00e7a\u00a0?\u00a0\u00bb aux compagnies a\u00e9riennes proposant des surclassements de si\u00e8ge. La vente incitative offre la possibilit\u00e9 de maximiser la valeur de chaque client. Tous les efforts de vente incitative ne sont pas bien accueillis, en particulier ceux motiv\u00e9s par le seul d\u00e9sir de gagner plus d\u2019argent. Si elle est effectu\u00e9e correctement, la vente incitative peut vous rapprocher de vos clients, g\u00e9n\u00e9rer plus de revenus, une meilleure r\u00e9tention et r\u00e9duire le taux de d\u00e9sabonnement.<\/em><\/p>\n

La vente incitative cr\u00e9e de meilleures relations avec vos clients<\/h2>\n

Malheureusement, lorsque quelqu\u2019un parle de vente incitative, la premi\u00e8re chose qui lui vient \u00e0 l\u2019esprit est un vendeur graisseux qui propose des services et des produits dont vous n\u2019avez pas besoin ou dont vous ne voulez pas. La v\u00e9rit\u00e9 est que dans la plupart des cas, la vente incitative est source de bonheur. En fait, la vente incitative est \u00e9troitement li\u00e9e \u00e0 satisfaction du client<\/a>.<\/p>\n

Le but de la vente incitative est de donner au client toutes ses options afin qu\u2019il puisse prendre des d\u00e9cisions meilleures et plus \u00e9clair\u00e9es. Si vous connaissez les attentes et l'historique de comportement d'un client existant, vous pouvez mieux le guider vers le produit ou le service qui lui conviendrait le mieux. En d\u00e9montrant que vous comprenez leurs besoins et leurs pr\u00e9f\u00e9rences, vous construisez des relations plus profondes avec les clients. C'est gagnant-gagnant. Ils ont l\u2019impression que vous avez apport\u00e9 une valeur sp\u00e9ciale tout en g\u00e9n\u00e9rant plus de revenus.<\/p>\n

La vente incitative est plus facile et plus rentable que la vente \u00e0 de nouveaux clients<\/h2>\n

Tout le monde sait que l\u2019acquisition de clients co\u00fbte cher. Les co\u00fbts sont cons\u00e9quents : campagnes marketing, \u00e9quipes commerciales, commissions, etc., tout doit \u00eatre pay\u00e9 pour faire franchir la porte aux clients. Un article paru dans une recherche de la Harvard Business Review men\u00e9e par Frederick Reichheld de Bain & Compagnie<\/a> a d\u00e9couvert que g\u00e9n\u00e9rer un nouveau client co\u00fbte entre cinq et 25 fois plus cher que conserver un client actuel.<\/p>\n

Au lieu de lancer des campagnes marketing \u00e9labor\u00e9es, des publicit\u00e9s de sensibilisation et de d\u00e9penser beaucoup d'argent apr\u00e8s coup sur les OTA, vous pouvez simplement vendre \u00e0 vos clients existants. Ils ont d\u00e9j\u00e0 v\u00e9cu la premi\u00e8re \u00e9tape "cher"<\/em> entonnoir et sont donc vos clients les plus rentables, car ils n\u00e9cessitent beaucoup moins de d\u00e9penses de vente et de marketing. Il est beaucoup plus facile et moins co\u00fbteux d'optimiser une vente incitative aupr\u00e8s d'un client qui vous fait d\u00e9j\u00e0 confiance et qui vous a achet\u00e9 quelque chose dans le pass\u00e9 que d'essayer de vendre un produit incitatif \u00e0 un client qui est nouveau dans votre marque.<\/p>\n

Selon Marketing Metrics de Paul Farris, les entreprises ont un taux de r\u00e9ussite de 60 \u00e0 70% pour vendre des produits et services \u00e0 des clients existants, contre une chance de 5 \u00e0 20% de les vendre \u00e0 de nouveaux clients. De plus, les clients existants sont \u00e9galement susceptibles de d\u00e9penser 31% de plus<\/a>, par rapport aux nouveaux clients.<\/p>\n

Augmentez la valeur \u00e0 vie du client<\/h2>\n

La vente incitative consiste \u00e0 offrir la meilleure valeur possible \u00e0 vos consommateurs afin qu'ils continuent \u00e0 vous offrir la meilleure valeur possible. Cet effort sera payant pendant de nombreuses ann\u00e9es. Pour mettre les choses en perspective :<\/p>\n

Le gourou des ventes Jeffrey Gitomer le d\u00e9crit comme aidant vos clients \u00e0 gagner. \u00ab\u00a0Dites-leur comment ils gagnent. Quand ils gagnent, vous gagnez. Montrez-leur simplement comment une vente incitative les aidera \u00e0 gagner\u2026 et vous offrirez plus de valeur. Cela cimente les relations \u00bb.<\/p><\/blockquote>\n

Vos efforts pourraient conduire \u00e0 environ 70-90% de vos b\u00e9n\u00e9fices, contre seulement 5-30% cr\u00e9\u00e9s par une vente initiale ou ponctuelle.<\/p>\n

La vente incitative est l\u2019un des moyens les plus simples d\u2019augmenter la valeur \u00e0 vie de vos clients fid\u00e8les. Lorsque c'est bien fait, se concentrer sur les ventes incitatives aupr\u00e8s des clients qui ont d\u00e9j\u00e0 d\u00e9pens\u00e9 leur argent avec votre entreprise est un moyen efficace d'augmenter la valeur \u00e0 vie de votre client.<\/strong><\/p>\n

\n

Plus de conseils pour d\u00e9velopper votre entreprise<\/h3>\nRevfine.com<\/strong> est la plateforme de connaissances leader dans le secteur de l'h\u00f4tellerie et du voyage. Les professionnels utilisent nos connaissances, nos strat\u00e9gies et nos conseils pratiques pour s'inspirer, optimiser leurs revenus, innover dans leurs processus et am\u00e9liorer l'exp\u00e9rience client.

\n\nD\u00e9couvrez des conseils d'experts sur la gestion, le marketing, revenue management, les op\u00e9rations, les logiciels et la technologie dans notre H\u00f4tel<\/a><\/span>, Hospitalit\u00e9<\/a><\/span>, et Voyages et tourisme<\/a><\/span> cat\u00e9gories.<\/div>","protected":false},"excerpt":{"rendered":"

Toutes sortes d'entreprises utilisent la vente incitative pour am\u00e9liorer leur exp\u00e9rience client et maximiser les revenus sur les ventes existantes. Du serveur McDonald's demandant \u00ab\u00a0Voulez-vous des frites avec \u00e7a\u00a0?\u00a0\u00bb, aux compagnies a\u00e9riennes proposant des surclassements de si\u00e8ges. La vente incitative offre la possibilit\u00e9 de maximiser la valeur de chaque client. Tous les efforts de vente incitative ne sont pas bien re\u00e7us - en particulier les efforts motiv\u00e9s par le seul d\u00e9sir de faire<\/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. It provides low-cost revenue and loyal customers.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.revfine.com\/fr\/comment-la-vente-incitative-genere-des-revenus-a-faible-cout-et-des-clients-fideles\/\" \/>\n<meta property=\"og:locale\" content=\"fr_FR\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"How Upselling Provides Low-Cost Revenue and Loyal Customers\" \/>\n<meta property=\"og:description\" content=\"Upselling provides the opportunity to maximize the value of every customer. 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