Upselling Isn’t a Dirty Word.
Let’s face it—“upselling” can sound a bit… grubby. Like you’re tricking people into spending more than they planned. But for independent clothing retailers, it’s not about being pushy. It’s about being helpful.
Think of it like this: when someone’s buying a jacket, and you recommend a scarf that completes the look—they’re not annoyed. They’re grateful. You saved them time and helped them look great. That’s good customer service, not a hard sell.
Here’s how to master the art of upselling—without ever feeling salesy.
Start with the Right Products
If the upsell doesn’t make sense, don’t make it.
Upselling works best when the extra item adds real value. Think: complementary products or small add-ons that naturally go with what the customer’s already buying.
Easy upsell examples for clothing shops:
- Socks with shoes – especially if they’re colour-matched or made for a specific type of shoe.
- Belts with trousers – show the belt on a mannequin so they can see the full outfit.
- Accessories with outerwear – hats, scarves, gloves—they all boost the average sale and make sense seasonally.
The key is to think like a stylist, not a salesperson. What genuinely enhances their purchase?
Train Staff to Be Helpful, Not Salesy
Great upselling starts with great conversations.
Your staff don’t need to become sales machines—they need to become expert recommenders.
Train your team to:
- Use suggestive language. Try phrases like “Did you know this also comes in a matching set?” or “Lots of customers love pairing this with…”
- Tell product stories. A customer is more likely to say yes if they can visualise how it fits into their life. “This coat’s been popular for weddings because it layers well and still looks smart indoors.”
Roleplay, encourage feedback, and lead by example. Make upselling part of how you help customers—not something that interrupts the experience.
Create Visual Upsell Opportunities
Let your shop do some of the talking.
A strong visual display can upsell without a single word. When customers see products styled together, it gives them ideas—and ideas lead to action.
Visual upsell strategies:
- Outfits on mannequins. Show the full look, from top to toe.
- POS displays near the till. Have small, low-cost add-ons within arm’s reach.
- Bundles and multi-buys. Use signs that say things like “Complete the look and save 15%” or “2 for £30 on accessories”.
These displays should feel natural and on-brand. Keep it fresh by changing things seasonally or when new stock comes in. If you need help getting started, this visual merchandising checklist is a great place to begin.
Make It Easy at the Till
The checkout is a golden opportunity to upsell—but keep it light and natural.
If your EPOS system supports product suggestions, make sure staff are trained to use them. These prompts can remind them of related products or deals in real time.
Smart upselling at the till:
- Use simple scripts like “Would you like a pair of socks to go with those boots?”
- Let the EPOS suggest add-ons or highlight low-stock items to create urgency.
- Offer impulse buys like gift cards, reusable bags, or jewellery displayed at the counter.
The easier it is for staff to offer, and for customers to say yes, the more effective your upsell will be.
Bonus: How to Motivate Staff Without Pressure
Upselling for clothing retailers should never feel like a chore. The more fun and team-focused you make it, the better results you’ll see.
Try these motivation boosters:
- Shout-outs and team goals. Celebrate when someone makes a great recommendation that leads to a sale.
- Reward helpfulness, not just totals. Recognise the quality of service, not just quantity sold.
- Friendly competitions. Think “best bundle of the week” or “most creative outfit suggestion”—not just who sold the most extras.
People buy from people. When your staff are enjoying themselves, customers feel it—and they respond.
Better Experience = More Sales
Upselling isn’t about squeezing money from your customers. It’s about making sure they leave your shop with everything they need—and maybe a little something they didn’t realise they wanted.
When shoppers feel understood, seen, and supported, they come back. They spend more. And they tell their mates.
Looking to make upselling effortless? Top to Toe’s EPOS tools are built to make your day-to-day easier—from suggesting smart add-ons to helping staff stay on top of stock.
For more insight into how EPOS tech is shaping the future of retail, check out this article on the future of electronic point of sale for retail. It discusses key trends like omnichannel integration and AI-driven personalization that are transforming the retail landscape.
