January 30, 2021
Upselling and cross-selling in eCommerce
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.
3 upselling and cross-selling tactics
1. 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. 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.
2. 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.
3. 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. Simply, show the low stock quantity, and it will create 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.