In business upselling and cross-selling are great ways to increase revenue, without having to rely on new business leads. Cross selling means you encourage customers to buy additional products that complement what they have already brought.
The best cross-selling examples are on Amazon, where they suggest other additional items a customer purchases. It works best with physical products.
On the other hand, Upselling means you sell a customer a product that costs more than the last purchase. An Upsell works best with digital products.
10 Tips on Cross-Selling in eCommerce
1. Offer Product Guarantees
Cross-selling means that a customer is committing more money to your ecommerce business. You can put their mind at ease by guaranteeing them a refund, if a product isn’t as advertised.
2. Give Customers Value
Customers like it when you make suitable and worthy cross sells. You can do that by cross-selling products that can be used together, such as a paintbrush and a roller.
3. Offer After-Sales Support
You upsell products that can be used together such as machines. But if your customer needs help setting them up, it’s important to offer the free-phone technical support.
4. Test Out Your Cross-Selling
You can test your cross-selling with a few customers. You can then recommend the most successful cross sell to new and existing customers.
For instance, if you want to know how to cross sell insurance, you can start by learning about the various products the best customers have bought so far.
5. Get Ongoing Reviews from Top Customers
Your cross sell campaign can be more successful, if you get ongoing reviews from customers. If several customers complain about a particular brand, then you need to review that brand.
6. Cross-Selling best practices
Customers are smart, and it is best if you keep cross-selling products that only complement or supplement each other. Pushing random cross sells will work against your business.
7. Time and Position Your Cross-Selling Properly
Cross selling should come at the very end of the buying process. That means the customer will have had sufficient time to review what they intended to buy first.
8. Personalize Your Cross-Selling
You need to analyze your customer’s buying trends, and use them to continuously update your cross sales.
9. Create a List of Targeted Buyers
As your business grows, you will notice different buying trends from your customers. You need to create a list of your loyal buyers, and target them with cross-sells, promotions, and product rewards.
10. Pursue Abandoned Carts
Sometimes customers abandon shopping carts due to budget constraints or to research about a product further. You can help them complete the purchase by sending those reminders.
Conclusion – Cross-Selling Strategies
Cross-selling requires that you invest some time to understand the customers and products you sell to them. That will help you create the best performing cross selling campaigns for your business and customers.
Vonza funnels can help you to run your campaigns successfully, and with the 30-day free trial, you can start testing your campaigns at no cost.