Create More Opportunities in E-Commerce with Up-Sell and Cross-Selling Techniques using X-Check

There are various techniques used to offer customers the opportunity to make additional purchases through the ordering process which will give your customers better shopping experience and increase revenue on your e-commerce site.

 

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An excellent way to increase add-on sales and boost the lifetime value of your customers is through upselling and cross-selling. 

 

Products can relate to one another in many ways.  Here are seven of the most common product relationships:

Accessories: Products that can be sold to make the core product more useful, versatile, or attractive

Cross-Reference: Products made by different manufacturers that have the same fit, form, and function

Related Products: Products that are usually sold together to complete a job or task

Repair/Replacement Parts: Repair or replacement parts for the original product

Similar products: Products within a group that have one or more variants (differences) but can have the same function (different material or size as examples)

Supersessions: New product that has replaced an obsolete or older discontinued version of a product

Upgrades: Good/better/best upsell options of a similar product

Related products remind buyers that they need additional items to complete a job; accessories and replacement parts are great add-on sales opportunities at the point of sale, and the provision of additional product options (in a ‘good, better, best’ format) offers to upsell opportunities without the buyer having to do additional searches.  Cross-reference products offer alternatives when the product they searched for is not in stock or not offered by the distributor to sell.  When products are no longer made linking the supersession product from the obsolete product not only helps the customer avoid frustration, it keeps the customer on your site to make the additional purchase. 

 

X-Check for e-commerce: three-pointers to get started.

 

Make It Simple:

 

Offer a select number of additional product recommendations that are specific to the original searched product.  Too many options can potentially confuse a buyer, divert them from the product they were primarily interested in, and may cause them to abandon the purchase entirely. 

When you provide the right product relationships, it demonstrates to customers that you know and understand them, which ultimately creates a buying experience that keeps them coming back to your store or website again and again.

Get started with the best-selling products:

 

When establishing X-Check service on your web, start with your top-selling items and create product linking in the back end of your site. For products that are getting high demand, you can recommend accessories and related items to the buyer that can be easily added to his/her cart at the time of order placement. 

 

Offer Product Comparisons to Encourage Upgrades:

 

When similar products are offered with several prices points from a basic model to a deluxe model, showing all the variations of that the product promotes upselling higher-priced versions.  If there are several options, consider whether you can provide attributes that clearly showcase the value of the higher-priced item (i.e. additional features/benefits/specifications) so product comparisons can be done with ease. 

 

It is a good chance to use the X-check service since you can encourage buyers to put things to their carts by enabling them to see products that naturally fit together and connect to other items sold. In short, you would like to help your customer make it easy for them to purchase products by giving them better choices that leave them feeling as they are getting the best deal.

 

Keep experimenting and try new strategies to upgrade your e-commerce offering and see what works best for your business and customers.