Find out how to increase sales generated through cross-selling. There are 15 tips and tricks described, Read full text of the article and explore more business articles at http://www.logision.com

1. 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.
Don’t 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
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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
Example
It 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 don’t need.
If they feel that your recommenda-
tions work and that they benefit
from your expertise you will get
many recurring clients.
DON’T
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