Upselling has been a classic business technique for centuries, and it\u2019s certainly found an effective place in e-commerce, often contributing to surprisingly large shares of revenue. Upselling isn\u2019t some underhanded way of milking customers for all they\u2019re worth \u2013 it's a win-win situation and all about increasing earnings by providing the most value possible.<\/p>\n
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Upselling or cross-selling? <\/strong><\/p>\n Though they go hand-in-hand, it\u2019s important to clarify the two. Upselling is all about providing more value than the standard option by persuading the customer to buy bigger, to buy more, to buy better quality. Cross-selling is similar, but it\u2019s about adding something complementary to the deal. Take a fast food restaurant as an example. The \u201cwould you like to go large for an extra 49p?\u201d is an upsell, whereas the \u201cwould you like fries with that?\u201d is a cross-sell.<\/p>\n <\/p>\n Why you should be upselling<\/strong><\/p>\n It\u2019s a little deeper than just growing your revenue. Upselling is a super-effective way of increasing average order value because it strikes while the iron is hot. The customers targeted have officially passed all stages of their journey and are in peak buying mode. If you\u2019re suddenly putting something even tastier on their plate, they\u2019re already at that psychological juncture where they might just dig in.<\/p>\n The customer wins by getting a personalised experience and the best bang for their buck. If you throw a cross-sell in there too, they\u2019ll have been provided everything they need to get fully set up with their purchase. Imagine they wanted a new phone and they\u2019ve actually come away with their chosen model complete with protective case and screen wipes that will enhance their experience \u2013 plus you have a little more cash in your pocket.<\/p>\n <\/p>\n Where you should be upselling<\/strong><\/p>\n There are two clear areas, being pre- and post-purchase. Pre-purchase upsells should appear when customers are adding items to their cart or reaching the checkout page, and should ideally offer low risk purchases that don\u2019t require much prior knowledge to be considered \u2013 upselling to a laptop with more storage, or cross-selling batteries alongside a child's toy, for example.<\/p>\n Post-purchase opportunities come after the initial transaction when payment details don\u2019t need submitting again. A fitness brand could offer an upsize to a larger sized tub of whey protein, for example, or offer a shaker cup at a reduced price.<\/p>\n <\/p>\n Implementing upselling and cross-selling: some bonus tips<\/strong><\/p>\n Select products carefully \u2013 the more relevant and personalised they are, the better.<\/p>\n Don\u2019t push for upsells worth more than 25% the value of a customer\u2019s basket. It could be helpful grouping your products into tiers and only moving one tier higher when upselling.<\/p>\n Use a data-driven approach to analyse customer behaviour and cross-sell popular products that typically sell well together<\/p>\n Use persuasive copy, utilise visual features like comparison tables, instil a sense of urgency, and have a simple call to action. Try A\/B testing different configurations to nail a solid formula.<\/p>\n Remember, you don\u2019t have to be a pro web developer to get all of this up and running. Most major e-commerce platforms have simple upsell apps or plugins with boatloads of options<\/p>\n <\/p>\n Ask us for business advice<\/strong><\/p>\n For clear, bespoke and actionable advice that will help you to grow your business in a sustainable way, call our Northern office on 01482 235575, our London office on 0207 885 0605 or fill in our contact form<\/a>.<\/p>\n","protected":false},"excerpt":{"rendered":" Upselling has been a classic business technique for centuries, and it\u2019s certainly found an effective place in e-commerce, often contributing to surprisingly large shares of","protected":false},"author":12312793,"featured_media":11834,"template":"","know_how_category":[],"class_list":["post-11840","know-how","type-know-how","status-publish","has-post-thumbnail","hentry"],"acf":[],"_links":{"self":[{"href":"https:\/\/thebusinessculture.co.uk\/hey\/wp-json\/wp\/v2\/know-how\/11840","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/thebusinessculture.co.uk\/hey\/wp-json\/wp\/v2\/know-how"}],"about":[{"href":"https:\/\/thebusinessculture.co.uk\/hey\/wp-json\/wp\/v2\/types\/know-how"}],"author":[{"embeddable":true,"href":"https:\/\/thebusinessculture.co.uk\/hey\/wp-json\/wp\/v2\/users\/12312793"}],"version-history":[{"count":0,"href":"https:\/\/thebusinessculture.co.uk\/hey\/wp-json\/wp\/v2\/know-how\/11840\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/thebusinessculture.co.uk\/hey\/wp-json\/wp\/v2\/media\/11834"}],"wp:attachment":[{"href":"https:\/\/thebusinessculture.co.uk\/hey\/wp-json\/wp\/v2\/media?parent=11840"}],"wp:term":[{"taxonomy":"know_how_category","embeddable":true,"href":"https:\/\/thebusinessculture.co.uk\/hey\/wp-json\/wp\/v2\/know_how_category?post=11840"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}