Undoubtedly, cross selling increases large amount of sales! According to reports, 35 percent of Amazon’s sales increased because of cross selling. It is obvious that the number will be low for other not so popular eCommerce stores or businesses. However, it does make a difference! So, if you want to increase even little sales, you must take cross selling into the consideration.
Cross selling: What is it?
Cross selling is a simple technique of placing the related products besides the one that shopper wants to buy, as it will make shoppers buy more than what they intended to buy. For example: a shopper is buying a mobile phone; cross selling technique is implemented by placing a mobile case or cover besides the phone, so that shopper gets inclined towards it. So, cross selling presents the products that are used in combination with each other.
Effective Cross selling tips…
Now that when you already know what cross selling actually is, it is important for you to understand how to implement those tactics. So, let us take a look at some of the most important and effective cross selling tips that will undoubtedly increase your sales…
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Personalization while you cross sell!
The personalized content that speaks directly to customers is always more effective than the generic message. For example: In a noisy crowded room, you would instantly pay attention if someone speaks your name. In the same way, in the eCommerce website, if you direct straight away to the customer, he will pay attention and show interest.
Using the name of customer and writing the words like you and your can makes the message personal for the shopper. So, make sure you create a personalized message to attract the shoppers.
For example: Instead of ‘Recommended products’, you can write ‘Recommended for you’. Another example is, instead of writing ‘Interesting products’, you may mention the name of the user and write, ‘Jack, you may like these’.
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Motivation sells more!
Personalization will draw attention and customers will take a look at it. However, drawing attention will have no meaning, if they do not find it that impressive. So, in order to actually cross sell, you must motivate them. Give them reasons to buy! No one purchases extra unless they find major benefits out of it. Here are some tips that will make them accept your cross selling offer.
One amazing way to convince customers to buy other products is to keep this column ‘What other customers have bought after buying this product?’ The customers who do not have much knowledge about the product which they are buying would like to know what other customers have bought along with that product. They will think that if other customers needed those products, even they will need it.
Another way to attract customers and make them buy another product is to offer them reward points for buying those items together. For example: if they are buying shoes, you must provide them reward points on buying socks as well. The chances of cross selling increases when customers get motivated by these reward programs.
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Relevancy is the key here!
This point might seem too obvious, but a lot of people tend to not follow this, creating a huge problem for them. Make sure you out relevant products together for cross selling. You cannot just recommend the customers to shop socks when they are buying a laptop.
Keep relevant products together. Suggest socks when they are buying shoes and suggest laptop bag when they are buying laptop.
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Type of cross sell depends upon the page of the website!
You can recommend a high priced product when you are on the product page, as customer at that time is still into the phase of deciding what to buy and what to not. On the other side, once customer has decided and he goes to the check out page, he is mentally set about the amount he is going to spend. So, at the checkout page, you must recommend a low priced item which will not make a huge difference to his total bill amount. Only then, he might think of considering it. Just like, in retail stores, we have got low priced items displayed besides us while we are waiting in the queue at the checkout counter.
Now that you are aware of some of the vest cross selling tips and tricks, it is advisable for you to follow the above mentioned tactics in order to increase your sales and take your eCommerce store to the next level. Good luck for the same!
