
The art of the well executed cross-sell opportunity is not a new phenomenon. Increasingly, e-retailers are having to rely on sophisticated ways of cross-promoting products, as the “Amazon effect” has meant that customers are no longer annoyed by the icons suggesting similar or complementary items to be added to their check-out baskets. However, there is a real danger of a retailer not knowing the difference between an effective cross-sell, and the ability to up sell effectively to a target consumer.
Want to know the basics? Here are some tips for effective cross-selling to help get you started.Use both cross-selling and up-selling to increase revenues
Upselling is defined as the practice of encouraging customers to purchase a comparable higher-end product than the one in question, while cross-selling invites consumers to buy related or complementary items. Though often used interchangeably, both offer distinct benefits and can be effective when used in tandem. Upselling and cross-selling are mutually beneficial when done properly, providing maximum value to customers and increasing revenue without the recurring cost of many marketing channels. Think of it this way: if I am a gardening retailer who specialises in selling garden hoes, my cross-sell opportunity might be to offer protective gloves, top soil or weed-killer. But my up-sell opportunity can involve a number of effective techniques to secure garden hoe sales but also show users the latest, flashiest versions made of pure rust-proof steel that include a ten-year warranty – so an enhanced cost but with a definite upgrade included.- Seven practical tips to increase e-commerce sales in 2016
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Here’s eight tips for optimising a cross-selling strategy as an SME retailer
(1) Bundle offers to increase sales values Bundling offers together in a package deal is not only a simple way to help users get the most out of their shopping experience, but also helps to increase the number of products in one transaction and maximises the value of the overall purchase. (2) Give social proofShare this story