Cross-selling: how to implement this sales strategy?
Posted: Thu Dec 05, 2024 5:06 am
Cross selling consists of offering complementary or related products to the product or service that the customer is interested in. The most typical example is fast food chains that offer to add fries or a drink to your order for one euro. When a customer is already interested in us, we take the opportunity to increase the amount of the order and thus obtain more benefits for the company with minimal effort.
In the online sector, cross-selling is a very effective and easy-to-implement strategy. We can use a wealth of information about our buyer persona and their purchasing habits to make the right recommendations and increase conversion opportunities. On the other hand, since the customer can add products to their cart with just one click, the barriers are minimal.
Cross selling how to carry out this sales strategy-1
It is worth mentioning that cross-selling is often associated with two other sales strategies: upselling and downselling. Upselling consists of offering the user an upgrade to the product they malta email list purchased, for example, by showing them a better model of phone and telling them about the advantages. On the other hand, downselling focuses on closing a sale for a lower amount when the user cannot afford the initial price, for example, by showing them a cheaper model.
Benefits of cross selling
Increases the average price of each purchase. Obviously, the more products the user adds to their cart, the higher the total amount of an order will be. This also makes the benefits for the e-commerce greater, since we do not have to make any additional effort to attract customers.
Build customer loyalty. Cross-selling helps us better meet customer needs by allowing them to solve their problems with a single purchase. Cross-selling therefore adds value and increases the likelihood of repeat purchases.
Improve customer experience. Recommending the right products at the right time is a sign that we care about the interests and needs of customers. This makes the experience of buying and using our products better and therefore improves the percentage of satisfied customers.
It helps you stand out from the competition. If we have an interesting range of related products and we know how to offer them in the right context, we will have a competitive advantage over brands that do not pay as much attention to cross-selling. Therefore, this will help us position ourselves better compared to the competition.
Increase referrals and lead generation . You already know that a satisfied customer is the best brand ambassador, as they will not hesitate to recommend your brand to family and friends. Therefore, by increasing customer satisfaction, cross-selling can end up becoming a source of leads.
Improve SEO . In online stores with many products, indexing can be difficult. Cross-selling creates an internal link structure that helps search engine robots find all the products quickly and can improve the page's ranking. It is recommended that each product page contains about 10 internal links.
How to implement a cross selling strategy step by step
1) Know your customers
For cross-selling to work and really improve the user experience, it has to be tailored to the real needs of customers . Recommending products that are not really related to what they are looking for will not only not help us to stimulate sales, but can actually be harmful.
To identify cross-selling opportunities, the first step is to create a good buyer persona that clearly identifies what customers need. We can also obtain many clues by analyzing browsing patterns on our website, email openings and other statistics.
In the online sector, cross-selling is a very effective and easy-to-implement strategy. We can use a wealth of information about our buyer persona and their purchasing habits to make the right recommendations and increase conversion opportunities. On the other hand, since the customer can add products to their cart with just one click, the barriers are minimal.
Cross selling how to carry out this sales strategy-1
It is worth mentioning that cross-selling is often associated with two other sales strategies: upselling and downselling. Upselling consists of offering the user an upgrade to the product they malta email list purchased, for example, by showing them a better model of phone and telling them about the advantages. On the other hand, downselling focuses on closing a sale for a lower amount when the user cannot afford the initial price, for example, by showing them a cheaper model.
Benefits of cross selling
Increases the average price of each purchase. Obviously, the more products the user adds to their cart, the higher the total amount of an order will be. This also makes the benefits for the e-commerce greater, since we do not have to make any additional effort to attract customers.
Build customer loyalty. Cross-selling helps us better meet customer needs by allowing them to solve their problems with a single purchase. Cross-selling therefore adds value and increases the likelihood of repeat purchases.
Improve customer experience. Recommending the right products at the right time is a sign that we care about the interests and needs of customers. This makes the experience of buying and using our products better and therefore improves the percentage of satisfied customers.
It helps you stand out from the competition. If we have an interesting range of related products and we know how to offer them in the right context, we will have a competitive advantage over brands that do not pay as much attention to cross-selling. Therefore, this will help us position ourselves better compared to the competition.
Increase referrals and lead generation . You already know that a satisfied customer is the best brand ambassador, as they will not hesitate to recommend your brand to family and friends. Therefore, by increasing customer satisfaction, cross-selling can end up becoming a source of leads.
Improve SEO . In online stores with many products, indexing can be difficult. Cross-selling creates an internal link structure that helps search engine robots find all the products quickly and can improve the page's ranking. It is recommended that each product page contains about 10 internal links.
How to implement a cross selling strategy step by step
1) Know your customers
For cross-selling to work and really improve the user experience, it has to be tailored to the real needs of customers . Recommending products that are not really related to what they are looking for will not only not help us to stimulate sales, but can actually be harmful.
To identify cross-selling opportunities, the first step is to create a good buyer persona that clearly identifies what customers need. We can also obtain many clues by analyzing browsing patterns on our website, email openings and other statistics.