Upselling isn’t simply a Disney trick. Indian firms have always excelled in turning low-cost items into high-value experiences, leveraging psychological triggers and customer behaviour. Let’s take an Indian example to demonstrate this: A ₹10 kulfi sold for ₹700 at an expensive wedding venue. Here’s how it works using Disney’s snow cone sales methods.
📌Example: Wedding Kulfi Cart Imagine you’re attending a spectacular Indian wedding. After the magnificent supper, you spy a quaint, traditional Kulfi cart near the dessert department. Your curiosity—and a little nostalgia—pulls you toward it. See the setup and you're sold. Leave with one kulfi for ₹700. How did that happen? Break out the five “premiums” involved.
📌Scarcity Premium: Wedding Kulfi Cart Only the kulfi cart is accessible at this wedding, and it's carefully located in the dessert section where everyone gathers. Serving freshly prepared kulfis exclusively during the occasion adds appeal. The experience is unique to our sweet store and cannot be replicated elsewhere. ▪Psychology: Limited availability increases urgency. If you don't get Kulfi now, you may miss out.
📌Packaging Premium: Artisanal Kulfi Kulfi wasn't served on a wooden stick. Instead, it comes in attractively decorated clay pots or cones with edible gold leaf toppings and rose syrup. The presentation elevates a ₹10 dessert to a luxurious experience. ▪Psychological trigger: Premium packaging elevates and justifies the price.
📌Brand Premium: Tradition Story The kulfi cart was branded as “Rajasthani Kulfiwala – Reviving a 100-Year-Old Tradition” or something equally nostalgic. Marketed as an artisanal, culturally rich product. Perhaps the Kulfi cart brand even has a reputation for catering to upscale occasions, adding legitimacy. ▪Psychological trigger: Tradition, exclusivity, and a renowned brand increase product value.
📌Location Premium: The Lavish Wedding Venue Preferred wedding venues like the Taj Palace and Umaid Bhawan Palace sell kulfi, not Old Delhi streets. The ambiance alone makes you feel like you’re partaking in something special. ▪Psychological trigger: The luxury atmosphere makes every object appear more rare and expensive.
📌FOMO Premium: Wedding Buzz As you approach the cart, a throng chats and enjoys kulfis. The wedding photographer even takes candid photos of people holding these gorgeously arranged sweets. You worry about missing out if you don't get one. ▪Seeing others appreciate the goods makes you want to join in and not miss out.
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