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TOP TIPS AND TRICKS OF
CROSS-SELLING
What is Cross-Selling?
Cross-selling
means offering additional products and services to a customer
who has already decided...
It is essential to speak to your
clients in your cross-selling
messages referring by name or
using “you”.
Direct reference...
In order to be ready to do the
cross-selling you should study
your offers and find
complimentary additional
products and s...
When a customer buys a
product and you decide on
what to cross-sell, show the
pairing so that the
customer can understand
...
Pay attention to the price when
bundling your offers for cross-
selling. If your customer buys a
suit for $700, suggesting...
The beauty of cross-selling
is that it is associated with
a much shorter and easier
buying decision.
Customers are involve...
If there are items that can be
offered to virtually any of your
products and services place
such items closer to the check...
Use website analytics tools to
find out which products to
cross-sell and create a structure
of what to cross-sell on each
...
Based on the information about
how your customers browse
your online shop and what they
buy you can create a list of
items...
You can draw more attention
to the additional products by
adding some kind of a stimulus
or incentive to it.
For example, ...
If consumption of some items is
very connected you can bundle
these products together.
For example, if you sell beds and
m...
If you sell products that
should be used together or
one after another then you
should mention it on the
products to infor...
If it is possible, involve some
experts or celebrities to
recommend using some items
together. This will give more
credibi...
No matter how long or short
the buying decision process is
try to mention items that you
are going to cross-sell on the
ea...
Next order discount is a great
cross-selling technique that
gives your customers the
opportunity to decide on their
furthe...
When cross-selling do not try to
push your offers too hard.
Remember that the main object
is creating value for your
custo...
READ MORE ABOUT CROSS-SELLING AT WWW.LOGISION.COM
This infographic was created
by LOGISION
DESIGNED BY WWW.SIMZO.GRAPHICS
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How to Do Cross-Selling: Top Tips and Tricks

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Find out how to optimize your cross-selling activities in our presentation containing 15 top tips and tricks of cross-selling. Read full article at http://www.logision.com/knowledge/cross-selling

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How to Do Cross-Selling: Top Tips and Tricks

  1. 1. TOP TIPS AND TRICKS OF CROSS-SELLING
  2. 2. What is Cross-Selling? Cross-selling means offering additional products and services to a customer who has already decided what to buy. 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.
  3. 3. It is essential to speak to your clients in your cross-selling messages referring by name or using “you”. Direct reference gives the customer the feeling of a tailored offer, an internal feeling of being treated individually and that her or his needs are understood. How to Cross-Sell? SPEAK TO YOUR CUSTOMER
  4. 4. In order to be ready to do the cross-selling 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
  5. 5. 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
  6. 6. Pay attention to the price when bundling your offers for cross- selling. 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
  7. 7. 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
  8. 8. 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 products to their baskets without your help CHOOSE PLACE
  9. 9. Use website analytics tools to find out which products to cross-sell and create a structure of what to cross-sell on each page. Some platforms have tools that can help you to organize your cross-selling activities. Such systems can analyse all the previous purchases and decide on the set of items to offer without your help. EMPOWER YOUR E-COMMERCE
  10. 10. 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
  11. 11. You can draw more attention to the additional products by adding some kind of a stimulus or incentive 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
  12. 12. If consumption of some items is very connected you can bundle these products together. For example, if you sell beds and mattresses 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
  13. 13. If you sell products that should be used together or one after another 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
  14. 14. If it is possible, involve some experts or celebrities to recommend using some items together. This will give more credibility to your bundling and cross-selling offers. Another way of increasing credibility is to create a review of how the items work together and how this may benefit your customers. ADD CREDIBILITY
  15. 15. 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
  16. 16. 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
  17. 17. When cross-selling do not try to push your offers too hard. Remember 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 recommendations work and that they benefit from your expertise you will get many recurring DON’T PUSH IT TOO HARD
  18. 18. READ MORE ABOUT CROSS-SELLING AT WWW.LOGISION.COM This infographic was created by LOGISION DESIGNED BY WWW.SIMZO.GRAPHICS

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