Mastering the concept of cross-selling your products or services is a great way to increase individual order sizes and your company’s overall revenue — and the process is simple. Basically, cross-selling is simply encouraging a customer to purchase a complementary product or service in addition to what they are already purchasing. For example, if you stopped at a local cafe for a quick snack, the person working may suggest you also order a cup of milk tea to go with your food. The milk tea complements the food you ordered, so it’s considered a cross-sell. The process is as simple as that.
You can also implement cross-selling techniques for online customers by suggesting items complementary items to customers before they finalize their purchases. For example, on each product page, you could add a category that says “Frequently Bought Together.” In this category, you would list the item your customer is viewing, along with one or two items that enhance the product or can be used with the product. By seeing this suggestion before placing their order, your customers are more likely to purchase the item they originally wanted and the suggested items.
Keep in mind, you should limit the amount of products you suggest when cross-selling to one or two. And any product your suggest should make the item the customer wants to purchase better. It’s very important keep the customer focused on making their original purchase, because even if they don’t purchase additional items, you still want them to complete their original purchase.
Cross-selling takes some practice, but once you’re comfortable making product suggestions to customers, the process is pretty simple. All you need to do is choose enticing products to offer.