In the world of marketing, maybe you already know about Cross Selling and Upselling. Cross selling and upselling are two things that are very helpful and provide great benefits to sales. Now, I want to know how to maximize sales through cross selling and upselling.
Try cross selling and up selling, great strategies that can help optimize your online business sales results. In marketing a product or service, there are many techniques used by businesses or entrepreneurs, including cross selling.
For most people, cross selling and up selling techniques are techniques that have a lot of influence. It is not surprising that these two marketing techniques are used by various online businesses.
If you have never heard of these two terms, now is the time to find out what advantages you can get when using cross selling and up selling marketing techniques. That way, you can also determine digital marketing metrics to find out how far your goals can be achieved.
What is Cross-Selling?
Cross selling is the process of selling different products or services to customers to increase sales value. With Cross Selling, this encourages customers to buy other complementary products as additional purchases.
For example, when you go to a fast food restaurant and order a burger, you get an offer about fries. Or when you buy a domain, you get a hosting offer.
Because the cross selling marketing technique is something that you just know at this time, it's only natural that you are still curious about what cross selling is like. This one marketing strategy is known to be quite effective in increasing sales.
Maybe this is also the reason why this one marketing technique is so popular. Cross selling techniques are carried out to lure customers or consumers to complement the products they buy.
One of the most widely used cross selling strategies is to offer additional products related to the product you are buying. For example, when you are looking for plain bread, the cashier will also offer jam, butter and mesis.
Advantages and Disadvantages of Cross Selling
Every marketing technique used, including cross selling, comes with various advantages and disadvantages. That way, you can consider whether cross selling is suitable for the business you are running or not.
The following is a review of the advantages and disadvantages of cross selling.
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What is Up-Selling?
Apart from cross selling, you can also use other strategies such as up selling. Up selling is a strategy used by offering products that have a higher value but have added value. This added value can be in the form of better quality, more features, or more quantity, and so on.
Upselling is a process of selling products to encourage customers to purchase products/services of higher value. Upselling can be said to be the act of upgrading a service or product.
For example, when you buy french fries the service will offer you the super size package or the biggest package. Or when you buy VPS X services, there are some packages with different specifications.
Between Cross Selling and Upselling provides benefits to sales, Through Cross selling and Upselling you can increase sales, but in reality it is not as easy as one might imagine.
One of the most important things for customers to respond to Upselling and Cross-selling is to provide the best customer service so that customers feel happy and satisfied.
Have you ever eaten at a fast food restaurant? When ordering regular sized potatoes, the cashier may offer you to upgrade the fries to a large size. Only by adding a few rupiah, buyers can get products with more content. This is a simple example of implementing up selling.
Advantages and Disadvantages of Up Selling
Already implementing social media marketing doesn't mean you will limit your efforts to get as many sales as possible, right? That's why you also have to consider up selling, especially with the various advantages provided.
Here are the advantages and disadvantages of up selling that you shouldn't miss.
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What is an example of cross-selling and up selling?
Cross selling and up selling marketing techniques can be applied in conventional and digital marketing. To better understand these two marketing techniques, you can look for some examples of implementing cross selling and up selling, as below
1. Example of Cross Selling
Still confused about how to start cross selling? Maybe you can learn from some of the examples of using cross selling below.
- Offer mobile phone accessories when a customer buys a new smartphone.
- Provides a smartphone bundling package with a new SIM card.
- Offers SSL when customers purchase hosting services.
- Offers website creation packages with website design.
- Also offer other digital marketing services such as Facebook Ads
- If you don't know what Google Ads is, you can read this one article.
2. Example of Up Selling
Have you decided to use up selling when you want to market a product or service? It would be better if you really understand how up selling can help achieve marketing goals and increase sales.
One of them is by looking for examples of the use of up selling in both conventional and digital marketing.
- Offers to upgrade drink sizes from regular to large with an additional price that is not too big.
- Offer hosting capacity that is greater than the hosting services that customers are looking for.
- Offer additional toppings when the buyer chooses original Geprek chicken.
- Use the product add-on feature on the website which will direct buyers to upgrade their item selection.
What is the difference between cross-selling and upselling?
Even though they are both marketing techniques that can also be applied in digital marketing, you have to be able to distinguish between the two techniques. Here are some differences between cross selling and up selling.
1. Products offered
Judging from the notion of cross selling and up selling, you can definitely conclude that the products offered when using these two techniques are different.
If cross selling only offers products to maximize sales, up selling uses the same product but with added value or value so that the price is higher than the previous product.
When you want to use these two marketing techniques, make sure you don't forget how important the unique selling point of the products you offer is so that customers will be interested in buying the products you offer.
2. Promotion product
In terms of promotion, you can see that cross selling is a strategy that doesn't limit the products offered. You can even offer as many products as you feel can complement the main product that customers buy.
Meanwhile, up selling only offers similar products but with a higher quality than the product sought by customers.
If you want to implement these two marketing techniques in online marketing, you must first know how to build a digital marketing strategy. That way you can add cross selling and up selling to the list of marketing strategies that you want to implement in order to maximize sales and profits.
3. Product Prices Offered
The next difference between cross selling and up selling lies in the price of the products offered. Up selling offers similar products with more value so that automatically the price will also be more expensive than the previous product.
Meanwhile, cross selling offers complementary products and does not affect the price of the main product that customers buy.
How can upselling and cross-selling be maximized?
As a businessman, you should be able to find out which products best suit your customers' needs and wants, right? That way, you can maximize the results of marketing and promotional techniques that are carried out including cross selling and up selling.
To be able to increase sales, you can even do search engine marketing to complement cross selling, up selling, and other marketing strategies. Then, how do you maximize cross selling and up selling? Here are the tips and full review!
1. Know Your Audience
Knowing the audience is an important part of implementing a marketing strategy, including cross selling and up selling. A businessman must know the needs and purchasing power of his prospective buyers. You can start by finding out their habits and demographics.
You can't run the two marketing tricks above just based on guesswork. However, data is needed and can help prepare backup bids so that you can submit offer B when offer A is not accepted by the buyer. Try using data from your website or online store's conversion rate to find out customer habits.
2. Limit Up Selling Recommendations Offered
Up selling is indeed interesting to implement because it can help increase sales. However, that doesn't mean you will offer a variety of choices because it can actually confuse customers.
Successful up selling begins with providing a solution to a problem a buyer is facing. So, don't let them confuse and wonder. Make sure your up selling trick is easy and simple.
3. Try Bundling
Bundling not only encourages cross selling but also up selling. Packing items into bundles is a wise idea, where you can also influence consumers to ultimately buy the bundled products that you offer.
For example, you can sell WordPress templates, plugins, and logos together in bundles instead of selling them separately. That way, you have more chances to be able to sell these three items. As a result, this method can increase sales and revenue.
4. Do not exaggerate
Isn't excess of something bad? Both cross selling and up selling are good sales strategies, but don't overdo it. Try to choose some of the items that are most on target, that is, they can fulfill the wants, needs and interests of consumers.
When should cross-selling be attempted?
There is no single approach or rule that determines the best time to cross sell and upsell. So you have to be smart in determining the right time to offer products/services to customers.
Given that the main goal of cross selling is to persuade customers to buy a service that complements their initial purchase, you can time the sale just right. Simply put, the best time to cross-sell is when there are suitable or reasonable sales.
What you need to know is that when you try to sell or offer to customers at the wrong time, it can damage your relationship resulting in customers no longer trusting you.
What are the techniques of upselling and cross-selling?
What are the methods that are often used in Cross Selling and UpSelling? In selling some people apply a marketing strategy that is used to do cross selling. Here are some common methods that are often used
1. Offer Additional Services
This is the most frequently used, Almost everyone will offer additional services when customers make purchases. This method is the best method for maximizing sales.
For example, you have a digital agency that has website creation services. When someone orders the service, you also offer SEO services.
2. Provide Package Bundles
Package bundles are usually used in upselling, but not a few are used in cross selling. Usually bundle packages have a cheaper price than making purchases in units.
By combining services/products, it indirectly increases sales. Not only that, when there is a bundle package, people usually prefer the highest package.
3. Educate Customers
This method is powerful enough to increase sales, you can educate customers to purchase other products/services. By educating clients, you can describe the benefits of each service and instill ideas if they need it.
For example, someone wants to create a website for their business, but that person doesn't know about SEO. From this you can provide an understanding of the importance of SEO. When you do this, customers may be interested in what you describe.
Remember! Once they see how each service can benefit their business, they are more likely to agree to additional services/products.
Conclusion
To maximize sales and profit, you can take advantage of cross selling and up selling strategies. These two strategies are now increasingly popular because many business people get maximum results when implementing them.
However, it would be better if you also use other marketing and promotional strategies so you can get better results. For example by advertising your product on several social media or by selecting Google ads.
That's information about cross selling and upselling, you can apply this method to increase your sales. Remember what you have to do so you can maximize your sales.