What is Cross-Selling?
Cross-selling is a selling technique to increase revenue from a customer by offering him to buy an item, which is related to the purchased product. For example, when a customer orders french fries at McDonald’s he will be asked whether he wants a sauce to it.
One of the most relevant examples of cross-selling in ecommerce is a “frequently bought together” section under the product’s page. This section covers combinations of a selected product with other goods, which are related to it. For example, when purchasing a tablet, customers frequently buy cases and screen protectors, thus it will appear in the “frequently bought together” section.
Other examples of cross-selling are:
Cross-selling can be confused with the upselling sales technique. Still, these two approaches differ from each other because cross-selling encourages customers to buy a related product while upselling aims to convince customers to buy a more expensive version of the product. As an example, if a customer buys a smartphone, upselling technique will be to offer this customer buy a version of this phone that has more storage, while the cross-selling technique, in this case, is to offer a power bank along with the purchase.
Here are some practices, which can be used to make cross-selling a part of any business:
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