Upselling is a sales technique that aims to offer additional high quality “Premium” products (with high prices), which are related to the product or service that the customer came to buy in your virtual store.
In practice, upselling allows you to:
– Each customer spends more while shopping, which will increase the Average ticket (TM) of your e-commerce site;
– Each customer feels better served and understood, which will increase the loyalty in relation to your online store.
In order for you to use this technique in your e-commerce business, however, your e-commerce platform must allow the insertion of front-end scripts that enable the automatic offering of the right products to the appropriate customers.
In this context, the technique won't work if your online store offers bicycle tires for those who have just purchased a motorcycle. The right way to upsell in this case would be to offer, for example, a stylish waterproof jacket, with thermal lining and impact protection, that is, a high quality product suitable for bikers.
Also, when creating upselling promotions, take into account:
– Convenience: explain what advantages (discounts, practicalities) your customers will have if they buy that complementary product in your store and at that opportunity instead of buying elsewhere later;
– The history: use an e-commerce platform that allows you to integrate CRM features that make it possible to use customer history to offer products that are more in line with their preferences.
In short, upselling is a way to make each of your customers feel more understood, pay more than they anticipated, and leave your online store not only satisfied, but with the conviction that they got a great deal on their purchase. high quality products in one place.
