April 13, 2021

All you need to know about eCommerce upselling & cross-selling

What’s the difference between upselling and cross-selling?

Upselling is a strategy to sell a more refined, more expensive product variant that the customer is about to buy. Cross-selling is a strategy to sell products related to the one a customer is interested in.

To put it simply, upsell means you offer a similar type of product to increase the sale. This can be a better brand or a customised product. “Would you like to get to a larger size?” is an excellent example of an upsell done by restaurants. Indifference, when you offer additional product recommendations that complement the item in the basket, you offer a cross-sell. 

Three upselling and cross-selling tactics
Create relevancy

First and most important, any products you decide to recommend as upsells and cross-sells must be relevant to the items in the basket or users’ browsing pattern. For example, if someone intends to purchase a perfume, don’t cross-sell them with a toilet air refresher. The buyer should see the correlation between what they’re buying and the presented recommendations.

Be helpful

If someone attends to buy kitchen supplies, it helps that person if you offer a storage solution. It isn’t just relevant; it’s helpful. You’re making your shoppers’ life more comfortable and increasing revenue.

Create a sense of urgency

Urgency is a tactic used by many eCommerce to drive users to submit an order. Creating a sense of urgency for your customers can be extremely useful. This is because, show the low stock quantity, creating a sense of FOMO (fear of missing out). As a result, you’ll compel your visitor to make immediate buying decisions. Done well, urgency can increase engagement, boost conversion rates, and even positively impact customer loyalty. 

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