Tired of spending money on ads to chase new customers? You're in the right place. Today, we'll dive into cross-sells and upsells to increase your revenue from existing customers. Because as we know, it's easier and cheaper to nurture relationships with those already in your tribe.
So, let's dive deeper into the logistics of upselling and cross-selling within your eCommerce strategy.
What are Upsells and Cross-Sells?
Upsell: This involves enticing customers to opt for a greater or larger version of the product they're eyeing. For instance, promoting a bundle deal of your product rather than the single product itself.
Cross-Sell: Here, you suggest complementary products to what the customer is already purchasing. Think pairing socks with a shoe purchase or Croc charms with a pair of Crocs.
How to Use
Through your Website:
Before Checkout: You can introduce upsells or cross-sells at various points in the customer journey. One prime opportunity is just before checkout. This can be facilitated through apps integrated into your eCommerce platform, such as those available on Shopify. One of my favorites is the Selleasy Upsell & Cross-sell app.
During Checkout: Present relevant add-ons or upgrades as customers finalize their purchase while checking out. The Zipify One Click Upsell app, while it isn't a free app, can be good for this.
Post-Checkout: After the transaction is complete, propose additional products tailored to their recent purchase. This can be done via targeted emails or by leveraging specialized apps like Reconvert, this allows you to offer customers additional products with a time-sensitive discount right at checkout.
Cross-Selling through Email:
After Checkout Flows: Not interested in adding more apps? No worries. Incorporate the cross-selling experience through follow-up emails post purchase. Show off complementary products and extend special offers shortly after a purchase. Create a sense of urgency so that customers lock in the deal.
Post-Purchase Series: Integrate cross-sell emails into your post-purchase communication flow. This allows for a more gradual approach, ensuring the timing feels natural and not rushed.
Continuously refine your upsell and cross-sell strategies based on customer feedback and behavior. Test different approaches and repeat based on what resonates best with your audience.
In essence, by strategically implementing upsells and cross-sells, you can tap into the potential of your existing customer base, driving revenue growth without the need for costly ad spends or customer acquisition efforts.
What have you done so far to incorporate upselling and cross-selling into your strategy? We'd love to hear what you've done.