Find out how to optimize your cross-selling activities in our presentation containing 15 top tips and tricks of cross-selling. Read full article at http://www.logision.com/knowledge/cross-selling

1. TOP TIPS AND TRICKS OF
CROSS-SELLING

2. What is Cross-Selling?
Cross-selling
means offering additional products and services to a customer
who has already decided what to buy.
Example
It is so often when you go to an electronics store in order to buy
a cell phone and you end-up with buying a cell phone, case and
headphones. What has happened is cross-selling.

3. It is essential to speak to your
clients in your cross-selling
messages referring by name or
using “you”.
Direct reference gives the
customer the feeling of a
tailored offer, an internal feeling
of being treated individually and
that her or his needs are
understood.
How to Cross-Sell?
SPEAK
TO YOUR
CUSTOMER

4. In order to be ready to do the
cross-selling you should study
your offers and find
complimentary additional
products and services to each
offer.
Use your target market
knowledge and expertise to find
the best pairs for your
customers.
DO
YOUR
HOMEWORK

5. When a customer buys a
product and you decide on
what to cross-sell, show the
pairing so that the
customer can understand
how the two items will
work together.
In a store you can place
two items next to each
other.
SHOW
ITEMS
TOGETHER

6. Pay attention to the price when
bundling your offers for cross-
selling. If your customer buys a
suit for $700, suggesting to add
a $40 tie is a good idea, but not
vice-versa.
Don’t try to cross-sell items that
are more expensive than the
chosen item. It is recommended
to offer additional products that
cost not more than 25% of the
initiative purchase.
BE
REASONABLE

7. The beauty of cross-selling
is that it is associated with
a much shorter and easier
buying decision.
Customers are involved in
deciding on the initial item
they would like to buy and
it will be much easier for
them to decide on the
much cheaper and less
complex item.
EASY
BUYING
DECISION

8. If there are items that can be
offered to virtually any of your
products and services place
such items closer to the check-
outs and to where the customer
usually queue or stay.
If these items are simple then it
is very likely that your
customers will decide to add
these impulse products to their
baskets without your help
CHOOSE
PLACE

9. Use website analytics tools to
find out which products to
cross-sell and create a structure
of what to cross-sell on each
page.
Some platforms have tools that
can help you to organize your
cross-selling activities. Such
systems can analyse all the
previous purchases and decide
on the set of items to offer
without your help.
EMPOWER
YOUR
E-COMMERCE

10. Based on the information about
how your customers browse
your online shop and what they
buy you can create a list of
items that are frequently bought
together.
Show the items in a special
section called something like
‘Customers who bought this also
bought these items’.
BOUGHT
TOGETHER
ITEMS

11. You can draw more attention
to the additional products by
adding some kind of a stimulus
or incentive to it.
For example, you can offer free
delivery or free gift wrapping if
another product is purchased.
Make sure that this incentive
costs you less than you can
earn from cross-selling the
additional product.
ADD
STIMULUS

12. If consumption of some items is
very connected you can bundle
these products together.
For example, if you sell beds and
mattresses then you can bundle
each bed with a corresponding
by size and price tag mattress.
Discount the bundle and
promote it so that your
customers could notice the
value of your offer.
BUNDLE
OFFERS

13. If you sell products that
should be used together or
one after another then you
should mention it on the
products to inform your
customers about that.
It is likely that the customer
will follow your
recommendations in order
not to damage the product
and not to sacrifice its
benefits.
USE
YOUR
PRODUCTS

14. If it is possible, involve some
experts or celebrities to
recommend using some items
together. This will give more
credibility to your bundling and
cross-selling offers.
Another way of increasing
credibility is to create a review
of how the items work together
and how this may benefit your
customers.
ADD
CREDIBILITY

15. No matter how long or short
the buying decision process is
try to mention items that you
are going to cross-sell on the
early stages of the process.
If you do it later your
customers may already decide
on the budget and your new
recommendations will confuse
them.
MENTION
ON EARLY
STAGES

16. Next order discount is a great
cross-selling technique that
gives your customers the
opportunity to decide on their
further purchases later without
losing the discounts.
You should promote the
discount so that your customers
can notice it before they decide
to buy anything.
NEXT
ORDER
DISCOUNT

17. When cross-selling do not try to
push your offers too hard.
Remember that the main object
is creating value for your
customers instead of making
them, buy what they don’t need.
If they feel that your
recommendations work and that
they benefit from your expertise
you will get many recurring
DON’T
PUSH IT
TOO HARD

18. READ MORE ABOUT CROSS-SELLING AT WWW.LOGISION.COM
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by LOGISION
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