3 ways to increase sales with cross sell opportunities 🔍 Evolving Strategies

EVOLVING STRATEGIES

This week’s opportunity to evolve your strategy

3 ways to increase sales with cross sell opportunities

Cross selling is about speaking to your customer at the right moment to share other product recommendations as they’re ready to buy. They’ve already selected an item to buy and you want them to buy more, so you recommend other products. How do you do this to get them to buy without turning them off from leaving?

You want to make the offer at the right time when they’re ready to buy. Not when they’re still browsing the different products and services. If a customer adds an item to their cart, make a recommendation at this time on other products that pair well with what was just added.

Imagine you’re a customer who is looking for just the right notebook for 2024. You have some great ideas and you know the right notebook will help you build out that dream plan. You search online and finally, finally find the right one, you go to add to cart and get ready to checkout.

Then you see a pop up that shows some pretty cool pens that would go with your notebook. You start to browse pens and find a beautiful ballpoint with crystals and a gold top. You decide why not? You have the right notebook and now the right pen too.

How to apply this:

What you should takeaway and apply to your digital sales strategy:

1. Time the recommendations

2. Use past info to make recommendations

3. Retarget post-purchase

Time the recommendations

Timing your recommendation for customers to buy another product is key to getting them to buy more than 1 item.

As mentioned above, when they’re in the process of adding an item to the cart, provide a pop up on other items they can also buy. They’re already in buyer mode and are more likely to add other items.

Another opportunity is to make recommendations as they’re checking out in the checkout flow. Best to add this step after they’ve already entered in personal info. As it’ll allow you to retarget if they abandon cart.

Use past info to make recommendations

Amazon does a great job of making product recommendations based on what you’ve bought in the past. It leads to more sales because they’re personalizing the experience to your needs. Personalization leads to 40% more sales, as research shows.

Use customer data from past purchases and/or browsing history to make product recommendations. It shows them you know who they are and what their needs are.

Retarget post-purchase

If the customer still doesn’t decide to add additional items to their cart and just buys the 1 item, that’s okay. You’ve captured their personal info and if they’ve accepted to be updated on marketing offers, you can retarget them.

As part of your onboarding email series this is your opportunity to retarget them with items that are personalized to them. Make recommendations on products that will pair with what they already bought.

Also add retargeting on your site, so when they come back they’re seeing products that are tailored to their needs.

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