Are you trying different sales strategies on your e-commerce website to increase revenue? If yes, this is the right place for you to learn about cross-selling and upselling strategies.
As an e-commerce store owner, you must devise effective marketing strategies to generate revenue for your online stores. Upselling and cross-selling are two strategies that help you increase customer lifetime value. This article looks into these strategies and how it benefits online business owners.
Overview of the Content
- What is Cross-selling Strategy?
- What is Upselling Strategy?
- Benefits of Upsell and Cross-Sell
- 7 Ways to Upsell and Cross-sell Your Products
What is Cross-selling Strategy?
Cross-selling strategy is encouraging customers to purchase additional products in e-commerce when they are planning to buy other products. For instance, when a customer is planning to buy one product from the online store, a notification pops up and recommends related products to the customers.
In some sales scenarios, customers will buy the related products and the store’s revenue will increase exponentially. This sales technique will increase the customer’s lifetime value, their satisfaction, and enhances the customer’s relationship with your site.
Example of Cross-selling
If your customers are browsing your online clothing store and trying to find a ‘Dress,’ then you can add other products related to ‘Dress’ and recommend them to the customers.
In this stage, you are encouraging your customers to buy complementary products and enhancing their satisfaction.
What is Upselling Strategy?
Imagine a situation where your customers are going to buy a product in an online store and they have the premium recommendation of a product. In this case, customers will want to add the products to the cart. This strategy is an upselling strategy.
Online business owners recommend higher and better quality products in this upselling strategy. With an upselling strategy, you will increase the sales of your online store and enhance the customer journey. At times, customers will not know the premium products, and when you are recommending the products, there is a chance of increasing e-commerce sales with the upselling strategy.
Example of Upselling
If your customers are trying to buy AirPods in your electronic store, then you may recommend higher-quality AirPods. When the customers purchase higher-quality air pods, it will increase your purchase rate and the average order value.
What are the Benefits of Upselling and Cross selling Strategies?
Upselling and cross-selling strategies have several benefits in e-commerce stores. It won’t just increase sales in the e-commerce store, as you will witness a loyal customer base for your store. This shows the significant benefits of implementing upselling and cross-selling strategies in e-commerce stores.
1. More Existing Customers
Online business owners have three motives to develop their stores. The first step is that you must generate more traffic and website traffic. Secondly, you will convert website visitors into potential buyers.
Ultimately, potential buyers should remain as existing customers. Existing customers in your e-commerce store will consistently buy products from your website and repeat purchases. The repeat customers in your online store will generate revenue organically.
2. Loyal Customer Base
Brand loyalty is not something you achieve instantly in e-commerce stores. A customer should trust your website and its quality to make them loyal. When you recommend more relevant products and premium products in your online store using the upselling and cross-selling strategies, your customers will not switch to other products.
You will create more sales using the existing customers and repeat purchases. Once you generate more existing customers, automatically you will create a loyal customer base in your e-commerce store.
3. Personalization of Customer Experience
When you are recommending relevant products in online stores, you already analyzed your target audience. By knowing about the target audience and their preferences, you will personalize their needs.
Customers will discern how the brand values them by the proper recommendations and by tailoring their experiences. Online shoppers will get what they want in real-time through upselling and cross-sell sales techniques. Personalizing their experience will meet every individual’s requirement in the online store.
4. Generate More Revenue
This is one of the important and ultimate benefits of implementing upselling and cross-selling strategies in e-commerce stores.
Loyal customers of your online store will repeat the purchases and increase the revenue. Upselling and cross-selling strategies in the e-commerce store will help you sell more products and generate more revenue.
5. Customer Acquisition
Customer acquisition in the e-commerce store means bringing more new customers to your online store. Upselling and cross-selling products will spread more information about your online store with word-of-mouth marketing. Your previous customers will bring more new customers by sharing their shopping experiences on your site.
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7 Ways to Upsell and Cross Sell Your Products to the Customers
Now that you know the differences between upselling and cross-selling and the various benefits, it’s best to look into the seven ways to upsell and cross-sell your products to your customers in the e-commerce store.
1. Think From The Perspective of Your Customers
When you are trying to meet your customers’ needs and understand their preferences, you should think from their perspective.
You analyzed your customers’ pain points in the marketplace and devise strategies to resolve them. By this analysis, you will have at least a basic understanding of how your customers think and what they expect while searching for a product. You can recommend the products that they need by thinking from customers’ perspectives.
2. Don’t Induce Recommendations
When you are recommending products to your customers, you should not force the recommendations.
Some online business owners give continuous notifications to customers when they try to purchase their desired products. By doing this, your customers may feel frustrated and switch to another website.
3. Make Your Customers Decide
Customers will have second thoughts while purchasing products through upselling and cross-selling strategies.
In this scenario, an online business owner should help customers understand why should they should buy the products. For example, you can recommend products by using tag lines such as ‘Why should you buy this instead of that?’
4. Implement AI Chatbot in Your Store
By implementing an effective AI chatbot on the online store, you will connect product recommendations and add upsell and cross-sell for sales generation.
Ochatbot is one of the effective artificial Intelligence-powered e-commerce chatbots that will recommend products to the customers naturally without inducing them.
For instance, when your customers search for a product on the collection page, AI chatbots will pop up and recommend relevant products. Hence, upselling and cross-selling strategies are more efficient when you have an AI chatbot on your online store. You may click here to implement an AI chatbot for the enterprise.
5. Formulate Customer Journey
The customer journey in the e-commerce store is the experience of online shoppers in the e-commerce stores.
E-commerce store owners should formulate customer journeys by deciding how their brand should communicate with the customers. By formulating the customer journey, you will also devise when to add upsell and cross-sell in the journey. You will also understand the three stages in the customer journey: awareness, consideration, and conversion, and when to add these sales techniques to increase purchases.
6. Don’t Increase Customers’ Budget
While you are recommending a product through the upsell strategy, you should also make sure that the product price should not exceed the limit. Predominantly, you will recommend higher quality products in the upsell strategy with a higher price.
At the same time, you should also make sure that the products’ price should not exceed the customers’ budget. By doing this, you will fail to achieve sales in the upsell strategy. Ideally, an online business owner who understands buyer persona will also estimate their budget and recommend relevant products.
7. Engage at the Right Time
Engaging at the right time is also important to achieve the goal through upselling and cross-sell strategies.
Online business owners should engage with their customers at the right time, such as when customers are adding products to their carts. Hence, the right engagement with online shoppers will fetch more value and revenue for your online business.
Generating sales on the e-commerce store is volatile. You will only be able to understand your customers’ preferences when you experiment with different strategies. Cross-selling and upselling is one of the successful strategies in e-commerce stores that will fetch you more buyers.
These seven ways to achieve sales in e-commerce stores will help you generate more revenue once you implement them!
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Frequently Asked Questions
1. What are examples of upselling and cross-selling strategies?
When you recommend your customers to get matching accessories while buying a dress, it is known as cross-selling. Upselling is recommending higher quality dresses by understanding customers’ preferences.
2. What is the purpose of upselling and cross-selling in e-commerce?
Online business owners will sell more products in their online stores when they implement upsell and cross-selling strategies. These two sales techniques will also generate a return on the investment.
3. Why it is important to upsell products in the online store?
Upselling products in the online store will help you sell more premium products at a higher price.