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Cross selling

What is cross selling?

Cross selling consists of offering a customer or potential customer a series of complementary products to the one they just bought or want to buy, in order to increase the amount of money they will spend.

cross selling helps to improve customer shopping experience, since they receive information on accessories and products that can be very interesting and cover their needs. Cross selling is usually related to up selling, although in this case what is done is to offer similar products to the one the user is purchasing, so they will spend more on the store.

1. Advantages of cross selling

Here are some of the advantages that cross selling can bring to your ecommerce:

  • It allows you to sell products that you have in storage without creating another marketing campaign.
  • It improves the average ticket, as each customer will spend more money.
  • It is possible to foster loyalty by creating a more satisfactory and complete shopping experience.

2. Cross-selling techniques

There are several recurring techniques for successful cross-selling, of which we will highlight three, with examples for each one:

– Bundles with additional products or services

Bundles are an excellent way of cross-selling. In this case, you would offer additional products that your customers can purchase at the same time, paying less for the bundle.

For example, when the customer is purchasing a bicycle, you could offer an anti-theft system and cycling clothes, so that the bundle of products can be purchased at the same time without any effort and with a discount.

– Clustering

This cross selling technique is very simple to apply, it is based on showing products that have a certain relationship with the main product in places close to where the main product is displayed.

For example, many clothing stores will offer you more options for creating a more complete outfit.

– Related products

This is nothing more than proposing a related product to the customer, taking into account the interests shown (products previously seen or purchased). For a new customer, the system could offer related products that other customers have purchased, as a social proof, to show them the different options offered by the webiste.

For example, the “Other customers also bought” and “Based on your previous interests” areas.