Five cross selling and up selling techniques that you can use to boost your bottom-line.
Would you like some French fries to go with that? This is one of the most common sentence spoken in fast food restaurants across the United States. This is a fine example of cross selling and brings in millions of dollars in sales for the American fast food industry.
If you are looking for an example of up selling, think about the word “supersize”. MacDonald’s probably makes the most profit by marketing for their supersize burgers. If cross selling and up-selling can work wonders for the fast food industry, they surely can have the same results for your business and boost up your sales.
However, before you start on an up selling or cross selling spree, here are five techniques that you can use to make the most of these sales strategies and boost your bottom-line at the same time.
1. Customer value comes first
Though up selling and cross selling can multiply your sales, you must remember that these strategies are not a replacement for traditional marketing and sales methods. The deciding factor in up selling and cross selling has to be customer value. For instance, you would make a customer resent your bank, if you insist on a credit card that he/she might not want when the customer opens an account with your bank.
2. Recommend through product preferences
However, try not be shy about recommending items that would bring value to your customer. Keep providing relevant recommendations on what else a customer can buy, through product preferences on your site. This is especially important if you offer complicated services or have a large inventory to sell. This is also a great way to expose all that you sell to your customers.
3. Do not overwhelm the customer
Though recommendations are important, try not to get carried away. For example, if your customer is looking for a pair of jeans, do not unfold the entire stock of jeans, when the customer might only wish to see a few. You do not want to overwhelm or confuse the customer to an extent, where they will hit the close button on your site and leave to another website.
4. Justify your recommendations
You feel that a customer can benefit by buying item A with item B? You have also suggested that item C and D are good choices? If yes, then make sure that you include user ratings, testimonials and expert reviews. This way you will be able to justify your recommendations.
5. Try bundling your items
If your ecommerce store sells tennis racquets, sweatbands and tennis balls, do not include them in separate transactions. Instead, you could package all these three items and sell them at a cost that is lesser that the sum of the individual items. For example, if a customer approaches your firm for coding, do not stop there, also offer to do SEO, web content, logo design and graphic design for them. Bundling is a great tactic as it not only increases the value per sale, but also minimizes the cost of marketing.
Do you want to use smart up selling and cross selling strategies for your company? Read more about the up selling and cross selling services offered at Flatworld Solutions.
What are some of the cross selling and up selling business strategies that have worked for your firm? Let us know by leaving a comment in the box below. We, at Flatworld Solutions love to hear from you!
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