additional sales and cross sell They are a very effective sales strategy that has been used a long time since these terms were accepted. Traditional retailers use it all the time, and the strategy is even more effective in online stores. Because? Because of all the data and analytics, you can generate about a visitor with robust algorithms that track user activities as soon as a visitor lands on your ecommerce website.
However, what many traders rarely forget is the fact that these strategies are only as good as how well they are implemented.
Read this post till the end to find out the best Upsell and Cross-sell extension available for the top 5 eCommerce CMS solutions.
Let’s start by understanding the basics.
What are upsells and cross-sells?
Upselling is the instance in which a seller encourages the buyer to purchase a better version of a product that the buyer is reviewing or shortlisting, whereas in cross-selling, the seller invites the buyer to search for additional products in association with the Intended Product Purchase: Trying to make a bundled purchase, which in turn increases the value of the customer’s cart.
Why Upselling and Cross-Selling Are Important for Ecommerce Businesses
The overwhelming answer is to increase sales.
What one really needs to understand here is that these strategies are not meant to liquidate your stock and get countless orders. These are most effective when used to help customers win by helping them make the most value for money purchase.
If done correctly, you can:
- Increase customer retention.
- Increase average order and customer value over time.
- Increase regular buyers.
- Increase word of mouth marketing.
- And most importantly, increase sales.
According to Marketing Metrics, it’s 50% easier to sell to existing customers than new ones.
It’s all about impressing your existing customers, retaining them, and selling them while new customers convert on this circuit.
5 tips to do it correctly
Whether you decide to Upsell, Cross-sell or both, the important thing is to do it the right way. Don’t use it as a tool that can drive sales, instead use it to deliver superior customer experiences.
Customers will only get frustrated if you increase the number of steps that lead them to purchase a product by unnecessarily offering countless alternatives or combinations. Whereas they will be really impressed if you analyze their buying patterns/interests and recommend something they might have missed.
Graham Norton, “Econsultancy Editor-in-Chief”, effectively summed up in his blog post how Godaddy and VistaPrint screwed up their payments with Upsells and Cross-sells by presenting 10 steps of Upsells and Cross-selling before a customer actually pays .
Follow these 5 general rules before setting up Upsells or Cross-sells:
- Offer upsells or cross-sells that are genuine and make sense when they appear. For example, if a customer is looking to purchase a new mobile phone, cross-selling a screen protector/phone case might be a good idea. On the other hand, if a customer searched for mobile phones in the $500 price range and added to cart a phone that has an outdated hardware configuration, then you can sell a better phone. The idea should be to provide a better customer experience rather than cheap recommendations that a customer can see.
- Set up customer personas to make relevant suggestions. This allows you to categorize your audience into different categories of people and then submit suggestions based on that. Upselling and cross-selling without pre-analyzed data will never work.
- Always add some context as you upsell or cross-sell by adding a short 1-2 line description of the reason for your suggestion. This establishes a sense of recognition in the customer that you have made your website understand what the customer wants and are helping them make better purchases.
- Use cross-selling techniques primarily on the checkout page to recommend bundled purchases. This allows you to take advantage of impulse buying. On the other hand, suggest upselling before a customer chooses a product, as this won’t ruin the customer experience of removing the product from the cart and then adding a new one again.
- Always keep the final price below 25% of the original value of the customer’s cart. Studies suggest that if the final value of the cart, including the upsell or cross-sell product, exceeds 25% of the original cart value, the customer will ignore the suggestions or simply abandon their cart.
Use these extensions for the top 4 ecommerce CMS solutions:
- Magento – MagePlaza Automatic Related Products ($199 Lifetime License)
While Magento (one of the best eCommerce CMS on the market) already has the option to manually configure Upsells and Cross-sells, Mageplaza’s automatic related products extension goes a step further by using pre-set rules to establish relationships between products. and related articles. The ability to set unlimited rules for each product makes this a must have extension for your store if you are looking for an automatically evolving product recommendation engine.
- Shopify – BOLD APPS Product Upsell ($9.99-$59.99/mo)
Product Upsell is one of the most successful Shopify apps for setting up Upsells on a Shopify website. With over 500 reviews, this app is loaded with features and allows you to set up relevant upsell offers and add-on products based on the content of the customer’s shopping cart, the total value of the cart, or even a combination.
- WooCommerce – Beekeeping Automated Marketing Suit (Free)
With 3000+ active downloads and 238+ positive ratings, Beekting is a complete marketing automation suite that allows you to set up relevant upsell and cross-sell items for each product. In addition to this, the plugin allows you to set up sales gamification, last step upselling, and smart auto recommendation functionality to deliver a superior customer experience.
- BigCommerce – Unlimited Upsell by Unlimited Upsell (Free – $59.95)
8Upsells is a dedicated team working to offer upsell and cross-sell solutions. Their BigCommerce plugin is a gem for merchants. It is easier to set up, provides unlimited upsells including different promotions based on different conditions. With over 60 positive reviews, this extension is undoubtedly a huge hit with the BigCommerce community.
Conclusion
An eCommerce store is always driven with the goal of increasing sales and orders. With personalized recommendations that keep customer requirements in perspective, you can increase your revenue and generate more customers and provide a better experience. Set up a strong tech backend along with it to manage your customers and sales effectively with the help of the best ecommerce website developers in India.