The Importance of Cross-Selling in eCommerce

Learn why Cross-Selling is so important and how to do it

Even if an e-commerce store runner knows about cross-selling, it tends to wind up on the back- burner. Especially in the startup and growth phases of a new e-commerce website, cross-selling tends to get lost in the shuffle. 

This white paper will explain:

  • What is Cross-Selling?
  • Cross-Selling vs. Up-Selling
  • Why Cross-Selling is Important for eCommerce
  • How to cross-sell
  • Cross-Selling best practices

Cross-selling is the act of convincing a customer to buy an additional item once they have already made the decision to purchase one item.
The classic cross-sell is “Would you like fries with that?” A customer at McDonalds steps up to the counter with the intention to buy a hamburger, but that one simple question — which every McDonalds employee is trained to ask
— might tempt them to buy another product, french fries.
Cross-selling procrastinators should take comfort in the knowledge that this classic question was not always a part of the McDonald’s business model. However, by adding this cross-sell, McDonalds experienced a quantum
leap in profitability. It helped that fries were a much higher-margin product than hamburgers.
Cross-selling is now an integral part of the e-commerce game. Think about the last time
you shopped online. On the product page, on the checkout page, there’s always a little sidebar advertisement that says “Customers who bought this item also bought this item ...” Maybe you were tempted. Maybe you even bought the secondary item. Cross-selling in action!
Upselling is a strategy whereby the merchant attempts to get the customer to buy a more expensive version of the product they just bought.
Think of a car salesperson speaking to a couple who wants the basic model. He might try to convince them to buy a car with the premium package and trim.
Or a customer at an electronics store shopping for a basic laptop computer. The salesperson
asks the customer about her computing needs, and then proposes that a more powerful computer might be appropriate.

Thank you for your interest in our white paper. You can now start the download. In addition, you will receive an email with the download link for your records.
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