You might be using cross-selling or upselling strategies in your Shopify store already. This is a great way to drive more sales and increase average order value (AOV) and, ultimately, your bottom line. Both cross-selling and upselling typically happen when a customer indicates they’re about to make a purchase and are presented with similar items to what they’re already considering. Whether you’re a seasoned pro and have successfully used these methods in the past or you’re just getting familiar with them, take a look at these cross-sell tips to help improve your store’s sales and overall performance.
Figure out which products perform the best and make sense
There’s a fine balance between making helpful suggestions and overwhelming (or annoying) your customers with too much choice and information. Likewise, cross-sell or upsell items that come out of nowhere and don’t resonate with your customer’s buying behavior could alienate them. Take the limited time and space you have before they purchase and make the most out of it by making thoughtful recommendations or, better yet, using data to inform your picks. The key is to keep it simple and meaningful.
Your customers will have more confidence in a cross-sell popping up on their product or cart page when it’s backed up by positive reinforcement. Whether that’s previous customer reviews, case studies, or testimonials, this will help them make an informed decision and even shed light on how the item has benefitted or helped others.
Reward your customers for their loyalty and confidence in you
When your customer decides to add a cross-sell or upsell item to their cart on top of the purchase they’re already making, it shows they feel confident that what you’re offering can benefit them in some way. They’re taking a chance, and when you recognize and reward that confidence and loyalty, they’ll appreciate it. It doesn’t need to be a big thing, just a small freebie or a code for a discount or free gift on their next purchase will do the trick.
Explain the benefits, not just the features
While people need to know how something works, they will naturally try to apply it to their specific life or situation. Think of how you might perceive a cross-sell offer in their shoes and try to picture what it’s like being them. That means listing off the benefits, or ways the item will positively impact them on a day-to-day basis in specific situations. This requires research and really knowing your target market well, but it’s worth the effort when you can really offer them something of value that they connect with.
When you give these tried-and-true cross-sell tips and tricks a shot, you’ll enjoy higher average order values and sales along with an overall boost to your Shopify store’s performance.
- Determine which products perform the best and make sense for your target
- Demonstrate value
- Reward loyalty and confidence in you
- Explain the benefits, not just the features