Everyone wants to sell more and make more money. Your ecommerce website thrives on increased sales. However, there’s a chance that you could very well be missing some sales right now, and that with just a bit of tweaking and the addition of cross selling, you could start to make more sales. Additionally, it can make sure your customers get everything they want and need with their purchase. Let’s look at some helpful and easy to implement tips that you can start using.
Good Tactics to Consider
First, when you are cross selling, make sure that the items you are trying to sell actually work well with one another. The items need to be relevant in some way. If you were to sell a video game console, then you could try to cross sell games or controllers. If you sold razors, you could try to cross sell aftershave, lotion, or shaving cream.
When trying to cross sell, you also need to make sure that the offers do not come off as being too desperate or make it feel as though you are going for a hard sell. Make the appeals to buy more natural. This is easier when you have related items that actually do go with one another.
You can use personal appeals when cross selling on your ecommerce website. For example, use phrases such as “You might like these too”, or “we suggest”. Another option is to use a time-based appeal. Such as “the sale for these ends soon”, or “only two more left in stock – order soon”.
You can create a number of different types of phrasing to use, but it is important that you are genuine and honest with the customer. Deception is not something that today’s customers will tolerate. For example, if you constantly only have “two more left in stock”, customers will catch on to your ploy.
Also, consider what you are asking someone to buy. You should generally try to cross sell a cheaper item so buying becomes almost an impulse. If you are trying to cross sell an item that’s too costly, people are not going to buy. Consider the earlier example of the seller who is selling video game consoles. Instead of trying to sell another high-priced item, the seller sells accessories that are cheaper, but that are still necessary for the item.
Consider bundling, as well. A great seller tactic is to offer bundles of similar items. For example, instead of simply trying to get the customer to add other items onto his or her order, offer a bundle of the items most commonly sold together. Price them at a slight discount, and you are cross selling easily while giving your customers some real value. People love bundles as long as the items in the bundle are actually worthwhile.
Those companies that have a large number of products should consider using automation software to help them with the cross selling process. Trying to figure out the best items that go together when you have thousands available is not always an easy task. Using an ecommerce software program for the task can help to make things much easier. Just be sure that the results are solid and that the program is not merely trying to join random products that have nothing to do with one another. For example, you probably do not want to try to sell a pair of shoelaces to someone who is buying a waffle maker.
Cross selling is a good and sound tactic that you can use to start making more sales for your company. Make it a point to add cross selling to your campaign right now.
Resource: http://blog.aheadworks.com/2014/08/12-useful-tips-for-successful-cross-selling/