cross-selling infographic: top tips and tricks by logision
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Post on 20-Mar-2017
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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
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.
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.
TOP TIPS AND TRICKS OF CROSS-SELLING
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.
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
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
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.
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.
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
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.
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.
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.
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