Cross-selling is the process of selling an additional product that is related to the customer’s original purchase. Cross-selling is a vital tool businesses can use to increase sales as well as add value to the customer’s experience. Here are some tips businesses should consider to help improve their cross-selling sales numbers.
Listen for the Cues
It is incredibly important to listen to your client’s needs and react to what they are telling you will appropriate products. When customers are presented with products that have no connection to the current needs, they will perceive that you do not value them. For example, if a customer is shopping for a computer make sure you know who the computer is for as the product you cross sell if they are purchasing for their child needs to be different than if they are buying for their husband.
Create a Sense of Urgency
Once you have determined a product that may add value to the customer’s original purchase you should create a sense of urgency. This can be done by pointing out the additional product is only available for a limited time or that you are running low on inventory. If you are offering a discount on the additional purchase you can also remind the customer that the discount is only available for a limited time.
You can increase your cross-sell numbers by offering your customers something for purchasing an additional item. For example, if a customer if buying an item for $35 offer them free shipping on all orders over $50 or offer 10% all orders over a certain amount.
There is a reason fast food meal deals work so well and it is because customers are buying products that fit together at an attractive price. There is nothing stopping you from adopting the value meal strategy with your products. Bundle up products that make sense together and offer them at a good price and customers will be naturally drawn to it.
The holiday season is a wonderful time to up your cross-selling game as customers are always looking for one more gift to put under the tree!