Together, upselling and cross-selling strategies can bring noticeable results and crush conversions.
Just take a peek at the stats:
- Upselling & cross-selling brings McDonald’s $200 million a year.
- 35% of Amazon’s sales are made from upsells and cross-sells.
- Acquiring new customers can cost five times more than keeping current ones.
In this post, we’ll show you how to combine these forces and implement them to supercharge your business.
Ready to level up your e-commerce game?
Three, two, one.
What Are Upselling and Cross-Selling Online?
UPSELLING is a selling technique where a merchant (OR a product recommendation engine) invites customers to buy more expensive items.
Here’s a visual:
There’s a relative to upselling – CROSS-SELLING, as you have already guessed.
Cross-selling has the same mission – maximize the value of a purchase and improve the customer’s buying experience – but it does so through offering additional items. Like this:
This comparative table explains the difference between upselling and cross-selling strategies in more detail:
But how to upsell and cross-sell effectively? So keep reading!
Great Upsell Examples to Inspire You
Don’t know how to put upselling and cross-selling strategies into practice? Or just want to see what’s working for other people?
Look at how leading global brands do it:
Example #1. “Help Me Choose” Feature
A good upselling example could be the product selection mechanism on the Apple store.
In the screenshot above, you see that the manufacturer recommends additional options to improve the speed, memory, and storage of the MacBook. The concept is simple: if you want your Mac to get things done even faster, you can upgrade to a more powerful processor instead of standard.
Worth noting, this option comes in handy when a visitor has no good understanding of computers. It allows him to weigh all pros and cons and decide on the most appropriate option.
Example #2. “Protect Your Product” Option
Amazon has mastered so much of the e-commerce game, and it’s no surprise they know all upselling tricks and actively use them.
One way leading global brands increase loyalty and guarantee that customers will come back is by offering them protection plans.
Why does it work? There are two reasons:
- People who invest in extended warranty feel safe and enjoy a greater sense of satisfaction.
- By offering additional care, merchants attract a more loyal cohort of customers.
A loyal customer base is one of the most important drivers of growth. So it makes sense to try it.
Example #3. Daily Offers
“Product Of the Day” recommendations are a great way to upsell and call visitors’ attention.
By bringing in new customers with daily offers, you can also build momentum to drive traffic during slower times with returning customers and amplifies already-present feelings of wanting something.
Flipkart implements time-sensitive daily offers (deals refresh every 8 hours) providing the impulse to purchase without a second thought.
Great Cross-Sell Examples To Inspire You
Let me guess.
You’re wrestling with cross-sell ideas. E-commerce isn’t easy. That why we’ve prepared three awesome cross-sell examples:
Example #1. Recommendations Across All Pages
Based on your needs and goals, experiment with different locations across your webstore to find what has success.
Don’t limit your offers to the bottom of your Product pages; include them in the Collection page, Homepage, Shopping Cart, Checkout, “Thank You” page, or even 404.
Look at how Kiehl’s incorporates this type of upselling in the webstore.
Example #2. Different Offers For First-Timers and Loyal Customers
There is no single strategy that is right for all customers. Some individuals make purchases regularly from you, while others land on your webstore for the first time.
The best product suggestions engines are able to assess what’s known about your visitors and create offers with a higher value to every user.
For instance, “Trending Now” recommendations are ideal for users with low data availability (first-timers). Customers with a browsing history should receive contextually-driven product recommendations. At the same time, loyal patrons with a rich purchase experience are ideal candidates for personalized recommendations like “Recommend For You” modules across all pages.
Example #3. Product Bundling
When I say cross-sells, Dollar Shave Club comes to mind. Sometimes I think this brand is the synonym of upselling and cross-selling art.
If you want to stay ahead of the curve, PRODUCT BUNDLING is a must-have. Product bundling is a combination of products sold to customers in a single package. Typically, all elements in a product bundle are linked and complement each other (as you can see in the screenshot above).
The TAKEAWAY here?
Don’t be afraid to recommend products that are slowing down in sales. They can get a boost by being paired with relevant items.
Start Upselling & Cross-Selling Right Now!
Upselling and cross-selling strategies are important to make the business grow and glow. Don’t miss out on an opportunity to build love relationships with your customers and maximize your revenue.
Today, the ability to deliver product recommendations is a framework for e-commerce platforms. Additionally, it’s so easy to set and use that it does have a point to try it.
All you have to do is to download Recom.ai – Upsell & Cross-sell and start your free trial.
With our real-life examples and the proper app, you are not only improving revenue but you create richer experiences. And with happy customers, you only have one question to prepare for: are you ready for realizing your highest ROI?