Upselling and Cross-Selling: Offer More to Your Customers

Two increasingly popular strategies to boost sales within your online business are the practice of Upselling and Cross-selling.

Yet, many small businesses out there still are not fully sure what they are, or they may be under the impression that it’s a complicated strategy to implement with their website. Fortunately, that is not the case.

Upselling and cross-selling are easy and basically free ways for you to not only start making more sales on your products and/or services, but also for you to build brand reputation, trust, recognition, and loyalty.

So without further ado, let’s get into what cross-selling and upselling is, and 6 popular techniques to use them effectively!

So, What’s the Difference?

Cross-selling is a strategy to sell products that relate to the what your customers are interested in, but at a lower price. These are usually complimentary, like when a fast food cashier asks if you want extra fries or sauce.

Upselling and cross-selling can both significantly boost your marketing efforts without any extra cost. All you have to do is add the proper modules and integrations within your website, which I am happy to say you can with Bookmark’s online store features.

Now that we’ve defined these terms, let’s look at four ways to use these strategies to grow your business.

6 Smart Upselling & Cross-Selling Techniques

Be Relevant & Consistent

Also, consistency is key! Your mission isn’t complete when the sale is complete. The fact is, you need to nurture them, even after the sale. Send them newsletters giving them news about your company. It could contain product updates, events you are hosting, or even discounts that you have going. At the very least, a simple phone call once in a while can go a long way.

Don’t Upsell Everybody

Be up-front and honest with customers if you try to upsell or cross-sell while in communication with them.

Upselling and cross-selling is all about convincing a customer to spend money on your deal-on top of the money they’re already spending on the primary product. So you should make sure to reward your customers for spending more. Some ideas for showing your thanks could include:

Timing is Everything

Bringing up an upsell naturally in conversation with your customer can help secure more sales. Just remember to be as human and personal as possible.

You can even time your upsells with specific milestones you or your customers reach, like hitting your monthly sales goals.

Show them how happy others are

Before you hop on a call to try to convince your customer to upsell, make sure you have evidence from other customers (like reviews) to back you up. Especially customers who’ve found success using that specific add-on product.

Social proof is an influential, convincing factor, so make sure you have those resources on hand that suggest the success of customers using both products to make your pitch more trustworthy.

Offer Bundles

Bundling is also quite often used along with a discount to increase the perceived value of the offering.

Pure Bundling is when products are made available only in bundles and cannot be bought individually. Mixed Bundling is when both options (individual buy and bundle buy) are made available.

Track your goals

A few things that can help you track your goals is calculating your wins, opportunities, SQLs (Sales Qualified Leads), MQLs (Marketing Qualified Leads), and campaign successes. See what products work for what people, and always be open to changing your strategy. Test some products with others, and keep a close eye on what’s working and what’s not.

If you’re going to start upselling and cross-selling, then you need to stay on top of these things. Without staying focused towards your goals, you will lose track of the success of the campaign.

Key Takeaways

And don’t forget, you aren’t alone. Bookmark has everything you need to get started .

It’s that time to sign off, and I hope you come back next week for our next blog to help upgrade you and your website.

Originally published at on August 17, 2021.

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Spend time running your business, not your website. Our Ai powered website builder can get your business online in a few minutes.