cross-selling infographic: top tips and tricks by logision

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  • It is essential to speak to your clients in your cross-selling messages refer-

    ring by name or using you. Direct reference gives the customer the feel-ing of a tailored offer, an internal feel-

    ing of being treated individually and that her or his needs are understood.

    SPEAK TO YOUR

    CUSTOMER

    In order to be ready to do the cross-sell-ing you should study your offers and find complimentary additional products and services to each offer.Use your target market knowledge and expertise to find the best pairs for your customers.

    DO YOUR HOMEWORK

    When a customer buys a product and you decide on what to

    cross-sell, show the pairing so that the customer can understand how

    the two items will work together. In a store you can place two items

    next to each other.

    SHOW ITEMS

    TOGETHER

    Pay attention to the price when bundling your offers for cross-sell-ing. If your customer buys a suit for $700, suggesting to add a $40 tie is a good idea, but not vice-versa. Dont try to cross-sell items that are more expensive than the chosen item. It is recommended to offer additional products that cost not more than 25% of the initiative purchase.

    BE REASONABLE

    TOP TIPS AND TRICKS OF CROSS-SELLING

    12:00

    This infographic was createdby LOGISIONREAD MORE BUSINESS ARTICLES AT WWW. LOGISION.COM

    DESIGNED BY SIMZO.GRAPHICS

    What is Cross-Selling?

    How to Cross-Sell ?

    Cross-selling means offering additional products and services to a customer who has already decided what to buy.

    If it is possible, involve some ex-perts or celebrities to recommend using some items together. This will give more credibility to your bundling and cross-selling offers. Another way of increasing credibil-ity is to create a review of how the items work together and how this may benefit your customers.

    ADD CREDIBILITY

    ExampleIt is so often when you go to an electronics store in order to buy a cell phone and you end-up with buying a cell phone, case and headphones. What has happened is cross-selling.

    No matter how long or short the buying decision process is try to

    mention items that you are going to cross-sell on the early stages of

    the process. If you do it later your customers

    may already decide on the budget and your new recommendations

    will confuse them.

    MENTION ON EARLY

    STAGES

    Next order discount is a great cross-selling technique that gives your customers the opportunity to decide on their further purchases later without losing the discounts. You should promote the discount so that your customers can notice it before they decide to buy anything.

    NEXT ORDER DISCOUNT

    When cross-selling do not try to push your offers too hard. Re-

    member that the main object is creating value for your customers instead of making them buy what

    they dont need. If they feel that your recommenda-

    tions work and that they benefit from your expertise you will get

    many recurring clients.

    DONT PUSH IT

    TOO HARD

    If there are items that can be offered to virtually any of your products and services place such items closer to the check-outs and to where the customer usually queue or stay. If these items are simple then it is very likely that your customers will decide to add these impulse prod-ucts to their baskets without your help.

    CHOOSE PLACE

    Use website analytics tools to find out which products to cross-sell. Use this

    information to create a structure of what to cross-sell on each page.

    Some platforms have tools that can help you to organize your cross-sell-ing activities. Such systems can anal-

    yse all the previous purchases and decide on the set of items to offer

    without your help.

    EMPOWER YOUR

    E-COMMERCE

    Based on the information about how your customers browse your online shop and what they buy you can create a list of items that are frequently bought together. Show the items in a special section called something like Customers who bought this also bought these items.

    BOUGHT TOGETHER ITEMS

    You can draw more attention to the additional products by adding some kind of a stimulus or incen-

    tive to it. For example, you can offer free delivery or free gift

    wrapping if another product is purchased. Make sure that this

    incentive costs you less than you can earn from cross-selling the

    additional product.

    ADD STIMULUS

    SPECIAL FOR YOU

    If consumption of some items is very connected you can bundle these products together. For ex-ample, if you sell beds and mat-tresses then you can bundle each bed with a corresponding by size and price tag mattress.Discount the bundle and promote it so that your customers could notice the value of your offer.

    BUNDLE OFFERS

    If you sell products that should be used together or one after anoth-er then you should mention it on

    the products to inform your customers about that.

    It is likely that the customer will follow your recommendations in order not to damage the product

    and not to sacrifice its benefits.

    USE YOUR

    PRODUCTS

    The beauty of cross-selling is that it is associated with a much shorter

    and easier buying decision. Customers are involved in deciding

    on the initial item they would like to buy and it will be much easier for them to decide on the much cheaper and less complex item.

    EASY BUYING

    DECISION

    12:00

    SPECIAL FOR YOU