Tips for Perfecting Cross-selling and Upselling Techniques
Cross-selling and upselling are powerful techniques that can significantly boost sales and revenue for your fashion ecommerce business.
But what exactly are they, and how can they be used to make more money?
Cross-selling is the practice of inviting customers to purchase related or complementary items.
For example, if a customer is buying a new phone, you might suggest they also purchase a protective case or screen protector.
This can help to increase the average order value (AOV) and enhance the overall customer experience. Eg:- apple AirPods, apple mac cases etc
Upselling, on the other hand, is the practice of encouraging customers to purchase a comparable higher-end product. Eg:- iphone lineup, etc
For example, if a customer is looking at a basic model of a product, you might suggest they upgrade to a premium version with more features. This can help to increase revenue and differentiate your offering.
It also biases the customer, since a brain can hold a maximum of three things at a time. Instead of comparing other brands, they end up comparing three designs of the same apparel or the 3 variants of the same iphone.
One of the key benefits of investing time and energy figuring out cross-selling and upselling is that they can help to boost AOV by 200% to even 500%.
Look at Apple for example.
This is because customers are more likely to purchase additional items or upgrade to higher-end products when they are already in the buying state of mind.
To make the most of cross-selling and upselling, there are a few key things to keep in mind.
First, it's important to focus on the customer and understand their needs and preferences.
This will help you to suggest products that are most likely to be of interest to them.
If you are selling Suits, think over priced bundle of Tie’s and belts.
Another important consideration is timing.
Arlox.io research has shown that cross-selling in the cart is 4x more effective than upselling on the product page.
So, if you're trying to boost AOV, it's best to focus on cross-selling in the cart or on the checkout page
When it comes to choosing products to cross-sell or upsell, it's a decent idea to focus on best-sellers and products that are naturally related to the item being sold.
To achieve the gold standard in cross-sell and upsell, you gotta think creatively.
Imagine removing the headphone jack and selling airpods.
Imagine engraving their names on the cuff links at an obnoxiously high prices .
This will help to ensure that the products you suggest are most likely to invoke a strong new desire to the customer.
There are also a number of apps and tools available that can help you to implement cross-selling and upselling half decently .
These include apps like Shopify's Product Upsell, Recommendify, Linkcious, and Frequently Bought Together.
Another technique that can be effective for increasing sales and revenue is the fast hit campaign.
This involves sending an immediate, time-sensitive offer to customers via email, such as a hidden landing page with a high-margin, low-cost product.
This can be a great way to drive additional sales from recent, engaged customers who are more likely to be in the buying mindset.
Imagine sending them a link to a special page containing Ties, or handbags.
Overall, cross-selling and upselling are powerful techniques that can help businesses to boost sales and revenue.
By focusing on the customer, thinking creatively, timing the pitch correctly on email or on checkout page,
and using the right tools and apps, Your brand can make the most of these techniques and drive more pure profit for your brand fast!
If you want to learn how to do it, book a call!
Pleasuring being useful.