Up Selling and Cross Selling Techniques


Cross-selling and up-selling techniques are the familiar selling tactics for the e-commerce business owners. Both are reputable techniques of increasing your sales and customer loyalty. Both techniques are able to boost up sales volume and offer a valuable service to the customers.

Up-Selling

An upsell is convincing the buyer that he or she should purchase a more expensive and high quality or more adaptable product than the one under consideration. Simply saying, Upselling is the practice of offering customers a product in addition to the product they are currently purchasing.

Cross-Selling

A cross-sell is an attempt to encourage the committed buyer to add supporting items to the purchase, such as accessories or related items. Simply Cross-selling refers to selling items that are related or can be integrated with the item being sold.

Examples for Upselling and Cross Selling

If you visit a restaurant and order for a tandoori chicken, chances are, the person taking your order will ask you two questions:

“Do you want coke with that?” This is an example of a cross-sell. Everyone knows that coke go well with a fried chicken.

“Do you want to have a biggie-size of that Chicken?” This is an example of an upsell. The order taker is not asking you to buy additional items, but is encouraging you to buy a bigger and more expensive version of something you are already ordering.

Let’s assume you are selling CMS software used for aiding website content management system and during the selling process you offer another product for customizing that CMS search engine friendly.

The two products work perfectly together and supportive for each other. Your customers like the idea; they buy both products. This means you sell the second product using a cross-selling technique.

On other hand if you are selling the latest version of the above CMS but with additional pug-ins and upgrades, it means you are using the up-selling technique.

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One response

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