Whatever their industry, BigCommerce store owners can benefit from cross-selling and upselling. Indeed, within a year of their initial order, over thirty percent of all customers place additional orders from the same online retailer. It has been demonstrated that product recommendations raise average order value. Numerous strategies for tailored product recommendations can produce outstanding outcomes. Nonetheless, it is a common occurrence for marketers to neglect their current clientele as they diligently work to engage new audiences and create more leads. Occasionally, the most favorable prospects are those that have already been established. With support from BigCommerce development services, businesses can take their store to the next level.

Cross-selling: What is it?

Cross-selling is persuading consumers to buy an item that goes well with what they already purchased. For instance, you may offer a keyboard you sell to someone who buys a new computer monitor. In the past, a salesperson in a physical store has handled this. However, eCommerce businesses can use intelligent personalization tools to recommend particular, pertinent products to customers at different points in the purchasing process. Perhaps the most well-known and prominent example is Amazon, with its famous “Customers Also Bought…” section: A more widely used example of cross-selling is the straightforward inquiry, “Do you want fries with that?”

Strategies for Effective Cross-selling and Upselling Strategies for BigCommerce

Companies in all sectors use upsell and cross-sell opportunities to increase eCommerce sales, foster customer loyalty, and enhance brand recognition. Here is a list of techniques to increase customer lifetime value by providing cross-selling and upselling to your previous clients.

1. Show Relevant Upsells and Cross-sells

Rather than pushing outdated or irrelevant products, you should know what products your customers would find appealing. Cross-selling and upselling cannot be applied to products displayed randomly or without context. Showing a MacBook to a user who is looking for a Windows laptop, for example, is inappropriate. Furthermore, displaying pointless upsells or cross-sells could harm the relationship between the customer and the brand and frustrate them.

When customers purchase something or add something to their cart, your recommendations should precisely suit their needs. Pay close attention to their needs, wants, and behavior to ascertain what products would be most beneficial to them and provide an appropriate cross-sell or upsell. Remember that customers’ needs should be met by both original products and those that are cross- or up-marketed.

2. Don’t Overburden Them With Product Recommendations

A plethora of options can be intimidating. Since your customer has already purchased from you, try to assist them by making recommendations to enhance their purchases. When selecting product recommendations, remember that a small number of highly relevant products is preferable to many less relevant options. Prospects prefer to be aware of other things once they have specific products in mind. They might, of course, adore the thought of getting recommendations for products that are better than their first pick. Remember that you shouldn’t push an upsell on a customer who has declined it. Instead of using upselling as an aggressive marketing strategy, use it as a polite suggestion.

3. Show Your Users How Valuable You Are

Your work continues when you figure out what upsell and cross-sell options to offer your customers. Ensure you communicate the product’s benefits to your customers, including why they should select it and what they will receive if you want them to choose a different option. Tell them why the upgraded product is superior to the others and how it will help them, rather than just telling them to buy it because it is better. For example, if users are tracking their fitness and health with your app, consider upgrading to a more expensive plan that includes personalized meal plans to help them lead healthier lifestyles. Communicate the product value to enable your customers to make an informed choice.

Purchasing related products independently complicates the decision-making process. Consider strategies that reduce the number of steps the buyer needs to take. Offering supplementary products that improve the primary product’s use is known as bundling. Purchasing them individually might require more actions and decision-making. For instance, it might be beneficial to package items like antivirus software or advanced protection plans with laptop purchases.

5. Provide Exclusive Offers and Savings

The cost of cross-selling and up-selling products often deters consumers from purchasing them. Use valuable information about your previous clients to offer tailored promotions and discounts. Disc discounts and other rewards are fantastic for encouraging the target market to purchase more. Customers are more likely to buy an offer if they believe they receive a good deal of value. Give discounts on limited-time offers, orders above a certain threshold, and product extensions as examples of incentives.

6. Create A Sense Of Urgency

Instilling a sense of urgency has consistently increased the value of cross-selling and upselling. It persuades buyers to buy the product even if they have not planned to. Most customers are more inclined to take advantage of the offer before it expires because they fear missing out on a fantastic deal. As a result, give your users a limited-edition or time-limited offer. Tell them why it might be advantageous to purchase this product at this specific time.

Displaying a sales timer is one way to accomplish this. For example, if your clients currently use a free music subscription, inform them they can upgrade to a paid version at a discounted rate within a given timeframe.

Summary

Incorporating upsell and cross-sell items will raise average order value while enhancing customer satisfaction and engagement. Your chances of getting them to buy from you increase with how well you try to solve their problems through cross-sell and upsell recommendations. But always remember that you should always attempt to mislead customers by providing goods and services equal to what they advertise. Adding value to customer purchases should be your primary goal. Consequently, if you prioritize your customers’ needs over everything else, making money will naturally come to you.