Cross Selling: 12 Techniques That Will Help Close Your Sales

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The cross - selling ( cross-selling English) means to offer additional products and services to a client, when this has already been decided what to buy.

The cross - selling ( cross-selling English) means to offer additional products and services to a client, when this has already been decided what to buy.  An example: When you go to a store to buy a mobile phone, you end up buying the phone, plus a case, headphones and its screen protector. That is what is called a cross sell . 

We will explain it to you in more detail, based on the past example: When you go to the mobile phone store, you enter focused on acquiring the phone that you would like to buy. That is considered a high-stake purchase, since you are going to use the phone every day and it comes at a price.

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Now, the seller helps you find the phone and recommends a case to protect your mobile. This one costs 10 euros, do not think about it so much and make the decision to buy it. Then you go to the checkout and there is a little queue. You notice that in a display case there are the headphones of your new phone at 20 euros. You decide to also add them to your purchase, because you consider that it is reasonable to have them for so little extra money.

And so we could continue… That is c ross-selling , it consists of the sale of several complementary products or services to the same client. 

There are some companies that often use cross-selling and upselling together, but these two techniques are not the same. The cross-selling occurs when you try to sell additional products and products 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. It's actually a win-win situation, as customers get additional value and the seller increases revenue. 

We share 12 techniques on how to cross-sell , increasing customers and closing any sales opportunity:  

12 techniques to increase your income by implementing Cross-Selling

  1. Communicate with your client

When cross-selling , it is essential that you refer to your client or prospect by name or by "you." 

The direct reference gives every client a feeling that the offer is tailored to them, since 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 who is general information and may think or assume that such posts do not they are of your utility.

However, if you write using cross-selling, it would read as follows: "Items recommended for you." Here your clients will feel that it is a personalized section and you will surely have many opening rates.  

2.Study your offers

To cross-sell you must study what you are offering and find products or services that complement each offer. Use your knowledge and experience in the target market to find the best pairs for your clients. For example, if someone buys you a red laptop, you should offer a red mouse and a red briefcase.  

Now, if you are not sure which offer is best suited to your client, you should prepare at least several items that may be a good opportunity to cross-sell . 

For this reason, it is important that you communicate with your clients, since you will understand what they need and you will be able to offer them the correct product or service. Take into account that your clients will always tell you what they need.

 3 show what you are offering in your cross sell

When someone buys you something and you decide what to offer them in your cross-selling , show your client how the two options can work together. 

For example, if you have a store you can place two items next to each other (a t-shirt and a pair of jeans) or if you have an e-commerce platform you can display additional items on the same web page, or in the image of the product that you are bidding.

Important, do not put your computer products, for example, in the gardening section. Or in your online store, if they bought you two jeans, do not offer kitchen utensils. It can be read absurd, but it happens and is a mistake that can hurt your cross-selling.

  1. Be reasonable when applying your prices in cross-selling

Pay attention to price when grouping your cross-sell offers . 

If your client buys a suit for 600 euros, suggesting that he add a tie for 30 euros is a good idea, but not the other way around.

Don't try to cross-sell items that are more expensive than your chosen item. It is recommended to offer additional products that cost no more than 25% of the initial purchase.

  1. make the buying decision easy

The beauty of cross-selling is that it is associated with a much shorter and easier purchase decision.  

Customers are involved in deciding on the initial item they would like to purchase and it will be much easier for them to decide on the much cheaper and less complex item. Therefore, items for cross-selling should be simple, not requiring too much explanation, such as a hamburger and fries.  

  1. Choose the place for your cross-sells

If you have items that can be offered for virtually any of your products and services, post them near the cash registers, as this is the area where customers often queue to pay.

These articles should be simple and should not require any explanation about their operation, so it is very likely that your customers decide to add these products impulsively to their baskets, without your help. This will maximize the likelihood of unplanned purchases and cross-selling . 

  1. Optimize your e-commerce

E-commerce gives you many opportunities to maximize your income by cross-selling. If you develop a platform, with a good CRM that helps you take each sales opportunity , you will have access to tons of valuable information about your customers. 

Even use analysis tools for websites to know what products to sell, draw your conclusions based on the behavior of your prospect (what pages they visit, for how long, in what order they browse the products, etc.).

Combine this information and create a structure for what to sell on each page. Of course, you can offer more than one item, as long as it is according to what you sell.

Another place where you can cross-sell is when paying. The trick here is that you have to analyze all the items that are in the shopping cart and their prices, in order to make suitable offers.  

  1. Cross selling in joint purchase

It is a great  cross-selling technique ,  which is applicable in e-commerce, than in a physical store. This is based on information about the way your customers browse your online store and what they buy, a list of items that are frequently purchased is automatically created along with each product.

You can create a special section called "Our customers bought also bought these items." Make sure your prospects can read about additional offers without leaving the current page so they don't lose their intended purchase. You can even display more information about articles when customers hover over them or click the "More Information" button.

  1. Use stimuli

You can attract more attention by adding some kind of encouragement or incentive. For example, you can offer free delivery or gift wrapping, if your customer purchases another product, etc. Make sure this incentive costs you less than what you can earn from cross-selling the add-on product.  

  1. Offer grouped offers in your cross-selling

If the acquisition of some items are related, you can group them. For example, if you sell beds and mattresses, you can group each bed with a corresponding mattress based on its size and price.

Also, offer a discount and promote it so that your customers can see the value of your offer. Remember to make the right discount to make your offer attractive to your customers and profitable for your company.

  1. Use your products

If you sell products that are used with each other, in your offer you must make it known to your customers. For example, if you buy a car, it is very likely that the manufacturer or dealer promotes brand-name replacement parts and that the motor oil is another company. However, although some items can be substituted for similar products from other stores, you can say that it is advisable to use them together.

This great cross-selling technique works best when the main item purchased is expensive and important to the customer. In this case, the customer is likely to follow your recommendations so as not to damage the purchase and not sacrifice its benefits.  

  1. Build credibility

If you can, get some experts or celebrities involved in recommending the use of some items together. This will give more credibility to your offers as a whole and to your cross-selling . 

 

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