More Value = More Sales
Cross selling is a great place to start if you’re looking for ways to increase sales and improve the customer experience. Cross selling is simply the practice of selling complementary products or services to your existing customers. For example, if you own a pet store, you might cross-sell pet food, toys, and accessories. Or if you own a gym, you might sell regular entry memberships, personal 1-on-1 training sessions, dietary snacks, and fitness apparel.
Cross selling can be an effective way to boost sales because you’re already marketing to people who are interested in your product or service. And when done correctly, cross selling can also improve the customer experience by helping them find everything they need in one place. Today, we’ll give you tips on successfully cross selling to your existing customers.
4 Cross Selling Tips
1. Know Your Customers
The first step in successfully cross-selling is understanding your customers and what they need or want. Take some time to get to know your target market and what motivates them to make a purchase. What pain points are they trying to address? What needs are they trying to fill? You need to ask. You can conduct surveys or rely on third-party market research, for instance. Once you understand your target market, you’ll be able to sell to them more effectively.
2. Find Complementary Products or Services
Once you know your target market, it’s time to find complementary products or services they might be interested in. For example, if you sell skincare products, you might want to cross-sell makeup or haircare products. Or, if you sell home goods, you might want to cross-sell home decor items. The key is finding complementary products or services that appeal to your target market.
3. Make It Easy for Customers to Buy
Once you’ve identified complementary products or services that your customers might be interested in, making it easy for them to buy those items from you is essential. If possible, include cross-sells on your product pages or in your shopping cart so that customers can add them to their orders with just a few clicks. You should also train your team on upselling and cross-selling to provide assistance when needed.
4. Offer Discounts or Bundles
One way to encourage customers to take advantage of your cross-selling efforts is by offering discounts or bundles on items that are often purchased together. For example, if you sell coffee and tea, you might offer a discount when both are purchased together. Or, if you sell clothing and accessories, you might bundle items together and offer a discount on the total purchase price. Offering discounts or bundles is a great way to increase sales while also providing value for your customers.
The Uhaul Cross Selling Sales Funnel
I’ll be making a fully dedicated post about Uhaul and its sales funnel but it is one of the best examples of cross selling. I frequently used Uhaul for my AdamHelper moving business when helping with the occasional larger moves. Once you select the truck you want to rent, you are part of a beautifully constructed sales funnel that demonstrates the power of cross selling. They know you might need moving blankets, boxes, or a dolly, for example, so they give you the chance to add them to your shopping cart. Try it yourself. Go to Uhual and book a truck, and you will see how simple it is for cross selling to be effectively used.
Start Selling More Today
Cross selling is an effective way to boost sales and improve the customer experience. To cross-sell successfully, start by understanding your target market and finding complementary products or services they might be interested in. Then, make it easy for customers to buy those items from you by including cross-sells on your product pages or in your shopping cart. Finally, offer discounts or bundles on items that are often purchased together so that customers feel like they’re getting a good deal.
By following these tips, you’ll be able to cross-sell and increase sales at your business successfully. Of course, I have additional sales resources to help you develop your cross selling strategy; contact me if you are serious about investing in your sales strategy. Whatever you choose, do something. If you aren’t cross selling and offering more than one product or service, you are most likely not helping your customers or clients as much as possible.