We will explain it in more detail, based on an example: When you go to the mobile phone store, you enter focused on buying the phone you would like to buy. This is considered a high-involvement purchase, since you are going to use the phone every day and it has a price. Now, the salesperson helps you find the phone and recommends a case to protect your phone. This costs 10 euros, so you don't think about it too much and decide to buy it.
Then, you go to the checkout and there is a small queue. You notice that in a shop window there are headphones for your new phone for 20 euros. You decide to add them to your purchase, because you think it is reasonable to have them for so little extra money. And so we could go on… That is cross-selling , which consists of selling several complementary products or services to the same customer. There are some companies that tend to use cross-selling and upselling together, however these bulk sms qatar two techniques are not the same. Cross-selling occurs when you try to sell additional products to the products already chosen, and upselling is when you try to sell an improved version of a product or service. Both cross-selling and upselling are not negative actions, on the contrary. In reality, it is a situation in which everyone wins, since customers get additional value and the seller increases income. But how to implement this cross-selling strategy ?
cross selling
We share with you 12 techniques on how to do cross-selling , achieving more customers and closing any sales opportunity:
12 techniques for implementing cross-selling1. Communicate with your client
When cross-selling , it is essential to refer to your customer or prospect by name or “you”. Direct reference gives every customer a feeling that the offer is tailored to them, as it gives them an internal feeling of being treated individually and that their needs are 100% understood. Often, there are some companies that write something like “Recommended Articles” on their website or blog, however this may not work for them as the customer is only reading general information and may think or assume that such posts are not useful to them. However, if you write applying cross-selling it would be something like this: “Recommended Articles for You”. Here your customers will feel that it is a personalized section and you will surely have high opening rates.
2. Study your offers
Think about your cross-selling offering based on the customer journey.
To make your cross-selling strategy a success , it is important to organize your offer well. It must be consistent with the customer's search. Thus, complementary products can be based on the moment of use (before, during, after) or on the consumer universe .
For example, if a customer has searched for shoes and is ready to buy the model of his dreams, it will be appropriate to offer him shoe care products or insoles as additional sales based on the moment of use.
