The most important business strategies are upselling and cross-selling. They help e-commerce players find the best ways to make more money and give their customers more value. In the end, these methods help you learn more about your customers and meet their needs better with relevant offers, products, and services.
Defining Upselling vs Cross-Selling
People often use these terms interchangeably, but we need to make it clear right away that cross-selling and upselling are fundamentally different.
How do you upsell?
Cross-selling means promoting other products that are related to or go well with the products that a customer just bought.
For example, giving a customer who is about to buy a smartphone online a memory card.
Tips for Cross-Selling and Up-Selling
How to do upsell and cross-sell in the best way possible? Let’s look at some expert tips from our staff specialists that are backed up by real-world experience.
Pay attention to how your customers will benefit.
First of all, you should do everything you can to make your customers’ lives easier and give them exactly what they want. By showing appreciation in this way, you have a good chance of making customers more loyal and making more sales.
Because of this, any product you suggest to a customer should be useful and meet their needs. Don’t give recommendations just to make a lot of money.
You will be able to upsell and cross-sell most effectively to customers who feel like you care about them and see you as a reputable company.
Which leads right into the next tip…
Make the most of customer feedback
The first step to both upselling and cross-selling that works is to learn from happy customers’ reviews and testimonials and, if you have any, product case studies.
This brings a number of benefits and chances to the table:
- It is a great way to get potential customers to trust you right away and increase the chances of them becoming real customers.
- You can look at reviews and testimonials to find the most popular products to upsell and cross-sell to other customers.
- You can do upselling at the same time you ask customers to leave reviews after they buy something.
- People tend to put the most faith in the opinions of other people. Use this information to show how good your product is and how it can be used.
Customers are inspired and motivated by words with power.
At the most basic level of cross-selling and upselling strategies, your main goal should be to be able to effectively get potential customers excited and ready to buy.
In this area, we have three suggestions that will help:
- Text descriptions, messages, updates, and other pieces of text can be made more interesting by using words like “brand new,” “innovative,” “stunning,” “game-changing,” “mind-boggling,” “inspiring,” “exceptional,” “awesome,” and so on. Emotional triggers can also be set off by saying things like “one-time offer” or “get a special deal until it’s gone.”
- Gather the most important and effective keywords and key phrases, which you can then use to make your efforts to upsell and cross-sell more effective. Use these 100 powerful words for marketing as ideas.
- Hire a copywriter who can help you weave the keywords in with the rest of the copy in the best way.
Find your customers’ points of impact, get them to feel something, and, if necessary, make them feel like they need to act quickly.
Adding the section for “Related/Recommended Product(s)”
On product pages, you can add boxes with related products to make more options stand out. This simple strategy could increase your profits by up to 30% by getting customers interested and making them want to get more cool stuff faster.
Again, if you have an online store on Shopify, there are many themes and add-ons that make it easy to add the box with related products to any page.
Email marketing should be used.
Make an email newsletter to keep customers up-to-date and interested, and to let them know about new products and special deals. But these should be two different newsletters.
Send a “warming up” newsletter to subscribers and customers using your email marketing app. This can get them interested again and make them want to see what you have to offer.
At the same time, you should also collect the emails of people who might be interested in your business and send them offers. Email marketing is a very useful and effective way to let prospects know about new deals, so why not use it?
Use software like Upsell
There are a lot of upsell apps that you can choose from for the platform your online store is built on. For Shopify, for example, there is a good range of upselling and cross-selling solutions for both small and big needs.
Some of these upsell apps are:
- With the Recom.ai Upsell & Cross-sell app, you can quickly start multiple cross-selling and upselling campaigns and manage them easily with a wide range of tools and settings. With the help of AI, the app’s Scout feature automatically adjusts personalized product suggestions based on what the customer wants. Because the display settings are so flexible, you can show recommendations on any page of your store, like the shopping cart and checkout, to track visitors as they move through the sales process. You can use widgets that are already made in the app’s library, or you can change them to fit any store theme. The app has a full analytics dashboard that lets merchants keep track of how well their campaigns are doing.
- Cross-sell pop-ups can be made with Bold Upsell.
- Upsell Recommendations for helpful ways to sell more
- Personalizer lets you catalog products in your own way.
- Customers can use Frequently Bought Together to find products that go well together.
- Reconvert to add upsell and cross-sell features to the store’s post-checkout page and other pages.
If you look around the Shopify app store more, you’ll definitely find a lot more useful things.
The Biggest Benefits of Cross-Selling and Upselling
Companies and entrepreneurs often use a combination of upselling and cross-selling to stay flexible in their marketing and brand loyalty efforts. Overall, cross-selling and upselling can help you make a big difference in how well your ecommerce does as a whole.
Higher Average Order Value
Cross-selling is said to bring Amazon 35% more profits and is a much cheaper alternative to buying leads. This saves the company money in the long run and helps it make more sales faster.
Orders from regular customers should go up.
A study shows that you have almost a 70% chance of selling a product right away to a loyal customer who already knows your brand, but only a 20% chance of selling to a prospect.
Customer Service Got Better
As you get to know your customers’ needs better, upselling and cross-selling will also help you improve the service you give them.
How to Make the Most of Upselling and Cross-selling: The Bottom Line
When it comes to real customer-focused ecommerce, upselling and cross-selling are the right things to do. If you want to change how you do business directly with your customers and increase conversion rates over time, you should definitely pay attention to the tips above and start putting more effort into upselling and cross-selling.
Where Can I Find Products to Cross-Sell and Upsell?
With dropshipping, you can add more products to your online store without spending money on stocking them physically. The dropship-empire Marketplace is a huge list of suppliers from all over the world. dropship-empire is a global B2B platform. Here, you can get access to millions of products that make a lot of money. The app handles the automatic synchronization of data about products and the flow of data about orders.