Cross Selling helps E commerce businesses add sales records by up to 30%. Amazon generates more than 35% of its revenue through cross-selling activities.
By adding a cross selling element to the site, a retailer has a chance to maximize sales and profits to its E commerce site.
How Do Cross-Selling Strategy Work?Tips
When the customers are looking for products on the site, cross-selling boosts the sales by providing additional (relevant) products to the customer.
For example: If a customer is looking for a laptop, then you can show them additional products like laptop covers, mouse, laptop cleaning kit etc. If a customer is buying a laptop he would also require the above listed products and recommending him these products would just make it easier for him to buy all the products at one go.
3 Most Effective Tips To Get You Started Cross-Selling
1. Personalize Your Messaging
When using a cross-sell widget on your product pages or other site properties, you should keep the messaging personalized. Personalized messages such as ‘Recommended for you’ or ‘You may like these’ gives a conversational element to your website and prompts them to engage with the products displayed in the widget. Here’s an example from Bodybuilding.com.
Use of word “you” can make cross selling personalized. However, you can go a step further to personalize the messaging and do it like bodybuilding.com – Use the name of a shopper to increase the effectiveness!
The key here is: More personalisation = More engagement
2. Encourage the Shoppers to Discover More Products
Cross selling can help visitors discover additional products that they might require but aren’t aware of. There are some ways to accomplish this, but i will share my two best cross selling tips.
→ Use Social Proof to Help Customers in Product Discovery
You can use your other customers data or their shopping pattern to build relevant cross sell recommendations. If many customers after buying a TV set are buying wall mount or a chrome-cast, it is quite possible that other customers also would like to have these additional products. Your site visitors would appreciate these relevant recommendations that they might not have otherwise thought of, but you helped them discover these.
Widgets like ‘Customers who bought this also bought’ gives a social proof that other customers also bought this and hence entice them to consider these options.
→ Prompt Visitors to Buy Additional Products by Giving Them Reward Points
This is another effective tip to use cross sell. Making use of reward points can motivate the shoppers to add more products to cart. You can devise some online reward programs for shoppers such as giving them extra points when items are purchased together in a package.
For example: If you are selling shoes you can offer a shopper with some bonus points for purchasing shoelaces as well.
Make it Relevant
Cross selling only functions well when it provides additional value to the customer. The suggestions you provide to the customer should be relevant to the initial purchase and the interests of the customer.
Consider this example- At the time of checkout, the customer is getting more relevant options with a widget text “ Customers who bought the item that you added also bought”. If the shopper find that suggestions relevant to his item, he may also click to buy it. In this way, sales get increased with the help of Cross-Selling.
What tactics do you know that can help E commerce businesses increase sales? Share your advice’s below in the comments.