Why Upselling Matters (Especially in a Discount-Saturated Market) 

The cannabis industry is experiencing a flood of promotions and discounts. While markdowns can drive traffic, they often erode margins. When done effectively, data-backed upselling boosts average cart sizes without relying on constant discounts. The key is to offer value through personalized recommendations and product pairings. 

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Best Practices for Upselling in Cannabis (and Beyond)

1. Leverage Customer Purchase History for Personalized Offers: Use customers’ past purchases to recommend complementary products. For instance, suggest a matching pre-roll or rolling papers if they bought an eighth of flower. 
2. Encourage Repeat Purchases with Favorites-Based Suggestions: If a customer has a favorite strain, introduce them to a similar product or a premium variant. Highlighting products tailored to their preferences fosters trust and drives sales. 
3. Focus on High-Margin Product Pairings: Train budtenders to recommend high-margin products that complement customer favorites. For example, pair a premium vape cart with their go-to gummies to increase cart size and profit margins. 
4. Use Bundling to Create Value (Without Overusing Discounts): Offer curated bundles such as a ‘Chill Night’ pack featuring an edible, pre-roll, and bath soak. This increases cart size while maintaining product value. 
5. Create Limited-Time Offers for Urgency: Occasional flash deals (e.g., “Buy an eighth, get a pre-roll for $5) can drive impulse buys without devaluing your offerings. 

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When to Upsell (and When Not To)

Do Upsell… When a customer is exploring options, seeking advice, or expressing curiosity about products. Offer tailored recommendations based on their needs or preferences to create a value-driven experience. 

Don’t Upsell… When a customer appears rushed, expresses a strong preference, or has a clear intent to purchase a specific item. Pushy upselling can damage trust and customer satisfaction. 

Consider Timing! Build rapport before suggesting add-ons and ensure the recommendation is relevant to their intended purchase. 

Use Soft-Selling Techniques. Frame recommendations as solutions or upgrades, such as, “This edible pairs well with your flower selection for a balanced experience.” 

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The Benefits of Effective Upselling 

• Higher Average Order Value: Small add-ons, such as pre-rolls, or accessories, can significantly increase revenue. Bundled offers and complementary pairings further entice customers to add more to their carts. 
• Increased Profit Margins: Promoting high-margin products or premium offerings, such as top-tier flower or artisanal edibles, helps maximize profitability. Focus on pairings that enhance the customer’s experience while driving revenue. 
• Stronger Customer Relationships: Personalized suggestions build trust and loyalty. Thoughtful upselling, such as recommending products based on past purchases or favorites, positions your dispensary as attentive to customer preferences and needs. 
• Improved Customer Experience: Effective upselling isn’t just about making a sale – it’s about providing value. Recommending complementary items that enhance the customer’s purchase (e.g., pairing a strain with a terpene-enhancing accessory) can leave a lasting positive impression. 
• Long-Term Customer Retention: Customers are more likely to return when they feel their preferences are understood. Providing curated recommendations tailored to their tastes encourages repeat visits and loyalty. 
• Higher Average Order Value: Small add-ons can significantly increase revenue. 
• Increased Profit Margins: Especially when prompting high-margin products. 
• Stronger Customer Relationships: Personalized suggestions build trust and loyalty.

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Target Audience: Who to Upsell To

New Customers: Recommend starter bundles, best-sellers, or curated discovery packs to introduce them to popular products and increase their cart size. Provide educational guidance to help them make confident purchases. 

Regulars: Use their purchase history to suggest new arrivals or complementary items to their favorites. Offering exclusive promos or loyalty perks can drive repeat visits and maintain engagement. 

High Spenders: Introduce premium, high-margin products such as limited editions or craft offerings. Focus on experiential upselling, like pairing a premium edible with a high-quality flower, to enhance their shopping experience and elevate their perception of value.

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How Sweed Makes Upselling Seamless 

Sweed offers powerful tools to help dispensaries drive upsell opportunities: 

• Customer Favorites: Track what customers love to provide tailored recommendations. Use this insight to upsell complementary or premium products based on their preferences. 
• Purchase History Insights: Analyze customers’ past purchases to create personalized suggestions, offering curated product pairings or premium alternatives. 
• High-Margin Product Focus: Highlight top-margin items and encourage staff to pair these with customer favorites to maximize revenue. 
• Comprehensive Product View: Access a real-time product inventory to identify suitable upsell opportunities and make informed recommendations.

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Key Takeaways and Next Steps

Upselling is an art – one that blends customer insights, thoughtful product pairings, and strategic offers. With tools from Sweed, dispensaries can increase cart size, protect margins, and improve customer satisfaction – all without drowning in discounts.

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Sweed empowers dispensaries with actionable insights, allowing them to create personalized, data-driven upselling strategies that drive revenue and loyalty. Start using Sweed today to elevate your sales strategy, maximize profitability, and create memorable customer experiences.

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