What is cross selling?
Cross selling is the English term for cross-selling, and when we are talking about cross selling, we are referring to the sale of related and complementary products or services based on the customer's interest or purchase of a product.
In short, in a very simple way, it's when you always buy just a bag of popcorn to watch a new release at the cinema, but on a certain day you decide to also buy a soft drink or some other product from the candy store. Another example is the combos sold at fast-food chains. You can buy just the sandwich or opt for the combo with fries and a soft drink.
What is upselling?
Up selling is a sales strategy that, unlike the cross selling approach, involves encouraging customers to buy more of the same product, or to acquire a more sophisticated or advanced version of the product they originally intended to buy. The term would be equivalent to upgrade, that is, to improve something.
Going back to the example of the cinema and fast food, upselling spain business fax list is when the salesperson asks you if you want to take the larger size for an extra X amount. The salesperson only shows you the difference in price that will be added if the size is doubled.
But then, the question arises:
How to use the up selling and cross selling strategy?
At the time of purchase, the most important step your customer has to take is to decide whether to spend money. From this point on, it becomes easier for you to show that a combo of products might be interesting to them, or even a more updated version of what they decided to buy.
If your company sells online, when showing more details about a product, you can suggest buying it together with another product that your customer might not have thought of buying. If you sell in a physical store, always make it a habit to offer products that complement the one the customer has chosen. For example, if a customer buys a steak for a barbecue, you can show them your craft beer menu to go with the meat.
These two strategies are not complicated to put into practice, but we must be careful not to embarrass customers. Insisting on a sale with complementary products or a more expensive product cannot interfere with the relationship with the customer. Always offer with caution.
Showing added value to that suggestion is a great opportunity to introduce a product and its qualities to the customer. Even if the purchase is not made, the customer has learned about another product of yours.
Marketing, cross selling and up selling
Just because the practices mentioned are sales practices doesn't mean marketing can't help. In fact, they should work together. On your social media, you can create posts that encourage customers to see the combination of products and learn about their sales. On your website, it's always a good idea to list products to make suggestions.
After-sales service can and should also be explored, as the customer may not be ready to buy at that moment. Having a relationship after the sale can bring the customer back to your company, encouraging them to make new purchases.
Showing that one model is more advantageous than another is also a way to encourage higher-ticket purchases. In addition to showing the differences between models, you can also create content that makes the consumer understand the advantages of the additional purchase. Calls like “for just R$50.00 more you get an additional 100MB of memory” encourage the customer to consider the possibility of spending more than they anticipated, since there is an advantage to this investment.
Do you want to practice cross selling and up selling in your company? Then talk to Toulouse Comunicação right now and see how we can help you.
