Cross-selling can increase profits by 35%

Cross-selling is a common sales method that not only attracts customers to buy more products and increases sellers’ profits, but also helps consumers discover products they may need and improves the client’s shopping experience.

When cross-selling, the products recommended to consumers must meet these conditions:

  Related products : Related to the product the customer purchased. For example, if a buyer adds a cat climbing frame to the shopping cart, Amazon will suggest other toys suitable for cats. Although these toys cannot be used in conjunction with the cat climbing frame, they are related .

Advantages of cross-selling

Cross-selling not only increases revenue, it also improves the customer experience:

• Increase order volume and profits

• Increase customer value

• Improve customer experience

When to cross-sell?

You can try to cross-sell during the customer's purchase process. Timing is important. Recommending products too often will make consumers feel bored and abandon their shopping carts.

The following two points are the best times to cross-sell to customers:

Cross-sell on product pages

When consumers stay on a product page, it means they are interested in the product, so this is the best time to recommend related or complementary products. Remember to follow this rule: the price of the recommended product is 10-50% of the main product.

For example, on the Wayfair website, the price of an outdoor fireplace is $1,400, and the recommended accessories are much lower:

Please do not recommend products that are priced higher than the main product. This is because price is likely the main reason why buyers browse this product.

Cross-sell at checkout

You can recommend related products when consumers check out, such as recommending pet shampoo and toys on the dog food checkout page:

This is like at the exit of a supermarket, where various candies, chewing gums, etc. are placed for cross-selling.

  Prioritize customer experience

The potential disadvantage of cross-selling is that it may annoy customers, so how to cross-sell and what products to recommend to customers becomes very important. Cross-selling should enhance the customer experience and provide products that meet customer needs , rather than just randomly recommending them to increase sales . Sellers need to consider the relevance of products and increase the value of cross-selling products.

In short, it is necessary to provide consumers with suitable choices so that they feel they are getting value for money.

  Keep it simple

Don’t offer consumers too many products or services . Too many choices can overwhelm consumers, distract them from the original product, and reduce their likelihood of buying. It can also lead to choice paralysis, where there are too many choices for consumers to make a choice.

Start cross-selling with your best-selling products

When setting up cross-selling on your own website, start with best-selling products and provide other product recommendations or service plans on the checkout page or product page of the best-selling products.

Best-selling products already have a lot of traffic, so the probability of successful cross-selling is greater.

  Try bundling

Bundling is an effective cross-selling method that involves selling products together in a package, such as a digital camera with a memory card or tape .

This ensures that consumers are more willing to buy the product.

The above is an introduction to cross-selling. Sellers can try different cross-selling methods based on the above suggestions, and constantly test and improve to find the cross-selling method that suits you best.