Running a karting track can be hard. High overheads, low profit margins and multiple staff wages can all add together to make turning a decent profit tricky. But it doesn’t have to be that way.
Most karting track owners I meet are missing out on profit-boosting sales and leaving good
money on the table by neglecting the magic of upselling.
Sure, most tracks have a range of upsells and additional products to offer their customers, but they are terrible at actually implementing the offer. They’ll take the booking or make the sale without even uttering a word about the tiered karting packages or ultimate party add on.
It’s a big mistake. You see, the upsell is where you’ll find most of your profit. Your overheads and staff costs are already covered by the initial sale, so your upsell is almost all clean profit.
DON’T WAIT OR YOU’LL BE TOO LATE!
Timing is one of the most important aspects of upselling. Do it too early and you’ll put them off, but leave it too late and you’ll have missed the opportunity altogether.
One karting track I visited recently was making this very mistake. They’d had the idea of offering party bags to their birthday party bookings.
Great plan. Busy mums and dads love anything that makes their lives easier.
But they were waiting until they arrived on the day to offer it! This is far too late because they’d already brought their own with them. They needed to offer their bags at the time of
taking the booking.
The best time to upsell will vary depending on your products, services and customers. But
as a general rule, a good time to make the offer is after they’ve agreed the initial sale, but before the payment has been taken.
TRAINING, TRAINING, TRAINING!
As the business owner, the responsibility falls to you to train your team effectively.
Do your staff know what upsells to offer and when?
Are they confident in how to close a deal?
Are they comfortable selling?
Help them to understand that selling isn’t a bad thing or taking advantage of someone. It’s quite the opposite in fact! It’s their duty to understand the needs of their customer and ensure that they purchase the right services and products that will give them the best experience.
Hold regular training sessions with your team, supporting them, teaching them and assisting
them in developing their sales skills. Every single member of your team should be in this training; it’s not just the person answering the phone who needs to sell.
So what upsells do you offer? And more importantly, do your staff know how and when to offer them? Get this right and you can increase your bottom line overnight…
Need help? Well come to the Karting Spectacular in 2024 we are spending half a day sharing some ideas about how you can add over £100,000 to your revenues. The details will be released soon https://www.kartingspectacular.com/ Pencil 6-7th of February 2024 in your diary now and we hope to see you in Barcelona!