{"id":28470,"date":"2019-12-16T03:57:14","date_gmt":"2019-12-16T08:57:14","guid":{"rendered":"https:\/\/outgrow.co\/blog\/?p=28470"},"modified":"2023-10-05T03:13:34","modified_gmt":"2023-10-05T07:13:34","slug":"cross-selling-convincing-customers-that-they-do-need-1-more-thing","status":"publish","type":"post","link":"https:\/\/outgrow.co\/blog\/cross-selling","title":{"rendered":"Cross-Selling: Convincing Customers That They Do Need 1 More Thing"},"content":{"rendered":"<h1><span class=\"ez-toc-section\" id=\"Cross-Selling_Convincing_Customers_That_They_Do_Need_1_More_Thing\"><\/span><strong>Cross-Selling: Convincing Customers That They Do Need 1 More Thing<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h1><div id=\"ez-toc-container\" class=\"ez-toc-v2_0_62 counter-hierarchy ez-toc-counter ez-toc-grey ez-toc-container-direction\">\n<p class=\"ez-toc-title\">Table of Contents<\/p>\n<label for=\"ez-toc-cssicon-toggle-item-69d97ffde8734\" class=\"ez-toc-cssicon-toggle-label\"><span class=\"\"><span class=\"eztoc-hide\" style=\"display:none;\">Toggle<\/span><span class=\"ez-toc-icon-toggle-span\"><svg style=\"fill: #999;color:#999\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" class=\"list-377408\" width=\"20px\" height=\"20px\" viewBox=\"0 0 24 24\" fill=\"none\"><path d=\"M6 6H4v2h2V6zm14 0H8v2h12V6zM4 11h2v2H4v-2zm16 0H8v2h12v-2zM4 16h2v2H4v-2zm16 0H8v2h12v-2z\" fill=\"currentColor\"><\/path><\/svg><svg style=\"fill: #999;color:#999\" class=\"arrow-unsorted-368013\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"10px\" height=\"10px\" viewBox=\"0 0 24 24\" version=\"1.2\" baseProfile=\"tiny\"><path d=\"M18.2 9.3l-6.2-6.3-6.2 6.3c-.2.2-.3.4-.3.7s.1.5.3.7c.2.2.4.3.7.3h11c.3 0 .5-.1.7-.3.2-.2.3-.5.3-.7s-.1-.5-.3-.7zM5.8 14.7l6.2 6.3 6.2-6.3c.2-.2.3-.5.3-.7s-.1-.5-.3-.7c-.2-.2-.4-.3-.7-.3h-11c-.3 0-.5.1-.7.3-.2.2-.3.5-.3.7s.1.5.3.7z\"\/><\/svg><\/span><\/span><\/label><input type=\"checkbox\"  id=\"ez-toc-cssicon-toggle-item-69d97ffde8734\" checked aria-label=\"Toggle\" \/><nav><ul class='ez-toc-list ez-toc-list-level-1 ' ><li class='ez-toc-page-1 ez-toc-heading-level-1'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/outgrow.co\/blog\/cross-selling\/#Cross-Selling_Convincing_Customers_That_They_Do_Need_1_More_Thing\" title=\"Cross-Selling: Convincing Customers That They Do Need 1 More Thing\">Cross-Selling: Convincing Customers That They Do Need 1 More Thing<\/a><ul class='ez-toc-list-level-2' ><li class='ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/outgrow.co\/blog\/cross-selling\/#Include_Batteries_On-Site_Opportunities\" title=\"Include Batteries: On-Site Opportunities\">Include Batteries: On-Site Opportunities<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/outgrow.co\/blog\/cross-selling\/#The_Boredom_Bonus_Additions_in_the_Shopping_Line\" title=\"The Boredom Bonus: Additions in the Shopping Line\">The Boredom Bonus: Additions in the Shopping Line<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-4\" href=\"https:\/\/outgrow.co\/blog\/cross-selling\/#The_Big_Benefit_Email_and_Ecommerce_Cross-Selling\" title=\"The Big Benefit: Email and Ecommerce Cross-Selling\">The Big Benefit: Email and Ecommerce Cross-Selling<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-5\" href=\"https:\/\/outgrow.co\/blog\/cross-selling\/#Dont_Get_Greedy\" title=\"Don\u2019t Get Greedy\">Don\u2019t Get Greedy<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-6\" href=\"https:\/\/outgrow.co\/blog\/cross-selling\/#Use_Interactive_Content\" title=\"Use Interactive Content\">Use Interactive Content<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-7\" href=\"https:\/\/outgrow.co\/blog\/cross-selling\/#Conclusion\" title=\"Conclusion\u00a0\">Conclusion\u00a0<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-8\" href=\"https:\/\/outgrow.co\/blog\/cross-selling\/#Authors_Bio\" title=\"Author&#8217;s Bio\">Author&#8217;s Bio<\/a><\/li><\/ul><\/li><\/ul><\/nav><\/div>\n\n<p><span style=\"font-weight: 400; font-size: 14pt;\"><strong>\u201cBut wait, there\u2019s more!\u201d\u00a0<\/strong>That\u2019s the phrase we love most from those late-night infomercials that come on when we should be sleeping. What else can they add on, and will it make these terrible knives seem worth it? Are we going to get a great deal? And, can I add similar e-commerce cross-selling and get the same excitement?<\/span><\/p>\n<p><span style=\"font-weight: 400; font-size: 14pt;\">The answer is absolutely, yes, and there are plenty of ways to get there. But, as a seller, the excellent news for your online store is that you don\u2019t need to pack an offer with additional things like an infomercial.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400; font-size: 14pt;\">The cross-sell is your weapon, and you get to choose how to wield it. Here are a few of our favorite options for your <a href=\"https:\/\/outgrow.co\/ecommerce-recommendations\/\">e-commerce store<\/a>.<\/span><\/p>\n<p><a href=\"https:\/\/app.outgrow.co\/signup\"><img decoding=\"async\" class=\"aligncenter wp-image-46895\" src=\"https:\/\/outgrow.co\/blog\/wp-content\/uploads\/2023\/04\/general-cta-6-300x62.png\" alt=\"General CTA\" width=\"1176\" height=\"243\" srcset=\"https:\/\/outgrow.co\/blog\/wp-content\/uploads\/2023\/04\/general-cta-6-300x62.png 300w, https:\/\/outgrow.co\/blog\/wp-content\/uploads\/2023\/04\/general-cta-6-768x158.png 768w\" sizes=\"(max-width: 1176px) 100vw, 1176px\" \/><\/a><\/p>\n<h2><span class=\"ez-toc-section\" id=\"Include_Batteries_On-Site_Opportunities\"><\/span><strong>Include Batteries: On-Site Opportunities<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p><span style=\"font-weight: 400; font-size: 14pt;\">Ecommerce cross-selling on your product pages is all about identifying what customers need to make the most of your product. And making it easy for them to get that without a lot of effort. You can go the route of showing what people also purchased, have overlays that indicate what someone might need, or even less direct methods such as including additional products in that page\u2019s videos and photos.<\/span><\/p>\n<p><span style=\"font-weight: 400; font-size: 14pt;\">We all remember those \u201cbatteries not included\u201d statements in commercials, especially when talking about the latest toys during the holiday time. This cross-sell is your opportunity to let someone know that your equivalent of batteries isn\u2019t included, but that the customer can get that with just a simple click.<\/span><\/p>\n<p><span style=\"font-weight: 400; font-size: 14pt;\">What the \u201cbatteries\u201d are, can vary wildly.<\/span><\/p>\n<p><span style=\"font-weight: 400; font-size: 14pt;\">If you\u2019ve bought anything large or electronic on Amazon, you\u2019ve probably also been shown one compelling cross-sell: the warranty. These are great options to increase revenue and total customer lifetime value. Depending on your customer service model, you were likely already going to replace units if damaged or other issues, so this formalizes that agreement and helps you earn a little more.<\/span><\/p>\n<p><span style=\"font-weight: 400; font-size: 14pt;\">Protection plans can be expensive too, without hurting your reputation. If you\u2019re considering pairing your cross-selling opportunities with bundles, warranties give you plenty of options. Best Buy, for example, offers up to a 20% discount on warranties if you also sign up for its <a href=\"https:\/\/www.bestbuy.com\/site\/services\/total-tech-support\/pcmcat1494357892646.c?id=pcmcat1494357892646\" rel=\"nofollow\">Total Tech Support<\/a> program, which costs $199.99 per year.<\/span><\/p>\n<p><span style=\"font-weight: 400; font-size: 14pt;\">Be helpful with these options, and you can even <a href=\"https:\/\/outgrow.co\/blog\/customer-retention-interactive-content\">boost your brand image<\/a>.<\/span><\/p>\n<h2><span class=\"ez-toc-section\" id=\"The_Boredom_Bonus_Additions_in_the_Shopping_Line\"><\/span><strong>The Boredom Bonus: Additions in the Shopping Line<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p><span style=\"font-weight: 400; font-size: 14pt;\">When was the last time you tried a new snack? For us, it was the other day in an Aldi line that had half a dozen customers. A little bit of boredom and a cheap opportunity led to an increased sale.<\/span><\/p>\n<p><span style=\"font-weight: 400; font-size: 14pt;\">Your online store can do the same, thanks to a captive audience.<\/span><\/p>\n<p><span style=\"font-weight: 400; font-size: 14pt;\">Make the customer an offer that sounds like a great deal to get just a little more out of what they\u2019re about to buy. If you offer discounts based on cart size \u2014 such as free shipping on orders over $45 \u2014 remind the customer of this deal and then suggest related items that\u2019ll get them over the hump.<\/span><\/p>\n<p><span style=\"font-weight: 400; font-size: 14pt;\">Keep products related and costs low, with few options on each, to prevent people from feeling overwhelmed or wanting to abandon the cart altogether. If your product-page cross-sells are relatively muted \u2014 like a \u201cCustomers also liked\u201d section underneath your products \u2014 move this e-commerce cross-sell directly next to the products or the cart total to push a little harder. The better you can connect these products to what\u2019s in the cart, the more likely you are to pick up a little extra. Just don\u2019t get greedy.<\/span><\/p>\n<p><span style=\"font-weight: 400; font-size: 14pt;\">WooCommerce says you\u2019ll see the best success when you put smaller items on the checkout page. It recommends things that cost <a href=\"https:\/\/woocommerce.com\/posts\/cross-selling\/\" rel=\"nofollow\">10% or less of the current purchase price<\/a>.<\/span><\/p>\n<h2><span class=\"ez-toc-section\" id=\"The_Big_Benefit_Email_and_Ecommerce_Cross-Selling\"><\/span><strong>The Big Benefit: Email and Ecommerce Cross-Selling<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p><span style=\"font-weight: 400; font-size: 14pt;\">Most initial e-commerce cross-selling efforts focus on the site, but there are plenty of additional opportunities to earn a little more. First up, <a href=\"https:\/\/outgrow.co\/blog\/ecommerce-email-marketing\">email marketing<\/a>. The good news is that you\u2019ve got quite a few options to choose from throughout the customer journey.<\/span><\/p>\n<p><span style=\"font-weight: 400; font-size: 14pt;\">Your most obvious opportunity is a small inclusion of a \u201ccustomers also purchased\u201d listing at the bottom of the \u201cthank you\u201d email you send after each purchase. It\u2019s quick, easy and can keep people interested \u2014 even if you don\u2019t make a sale from it, it\u2019s a small reminder to the customer that you have more to offer. Keeping it minimal without a direct CTA will also help prevent you from seeming pushy.<\/span><\/p>\n<p><span style=\"font-weight: 400; font-size: 14pt;\">After the customer gets their order, shoot them a note a week or so later asking them to review your product. It\u2019s a wonderful way to see if people like what you\u2019re selling. Plus, you can include coupons, discounts, or other elements in this email that prompt a potential new sale.<\/span><\/p>\n<p><span style=\"font-weight: 400; font-size: 14pt;\">As long as you don\u2019t overwhelm them with sales pitches, your audience will stay receptive.<\/span><\/p>\n<p><span style=\"font-weight: 400; font-size: 14pt;\">Cross-Selling: Convincing Customers That They Do Need 1 More ThingAnd here\u2019s one idea we really like from Smartrmail: the <a href=\"https:\/\/www.smartrmail.com\/blog\/how-to-cross-sell-like-a-pro-with-email-marketing\/\" rel=\"nofollow\">abandoned cart cross-sell<\/a>.<\/span><\/p>\n<p><span style=\"font-weight: 400; font-size: 14pt;\">Instead of asking someone to come back and buy big, you can also ask for a smaller purchase to encourage a sale. This establishes the relationship and makes it easier to get a bigger sale in the future. They shared an amazing Ralph Lauren example that\u2019s given below:<\/span><\/p>\n<p><span style=\"font-weight: 400; font-size: 14pt;\">Match new offers to old offers.<\/span><\/p>\n<p><span style=\"font-weight: 400; font-size: 14pt;\">It\u2019s simple and easy, but it should definitely be related to the products in their cart. Your best bet here is if you have a baseline version of a product or kit and that\u2019s what you pitch when someone picks some of your higher-tier items.<\/span><\/p>\n<h2><span class=\"ez-toc-section\" id=\"Dont_Get_Greedy\"><\/span><strong>Don\u2019t Get Greedy<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p><span style=\"font-weight: 400; font-size: 14pt;\">Those are our three favorite e-commerce cross-selling opportunities that you can use. But there are more. For example, retargeting paired with social media \u2014 especially on Facebook \u2014 is great and utilizes the same principles as the email approach. You\u2019ve got options to target both people who\u2019ve made a purchase as well as those who visited your site and then left. Facebook\u2019s retargeting tools keep it simple to target someone who has gone to a specific product page or even reached the checkout page.<\/span><\/p>\n<p><span style=\"font-weight: 400; font-size: 14pt;\">Your options are amazing but don\u2019t use them all right away. Try and segment your list and A\/B test it to find what people see. The chief reason for doing this is to avoid coming off as greedy and annoying to your customers. <a href=\"http:\/\/www.inskinmedia.com\/blog\/infographic-environment-matters-improving-online-brand-experiences\/\" rel=\"nofollow\">According to Inskin Media<\/a>, when a customer sees your ads (including these cross-sell pitches) more than four to five times, they get frustrated and even a little angry.<\/span><\/p>\n<p><span style=\"font-weight: 400; font-size: 14pt;\">Avoid that like the plague. Being greedy also can lead to situations where you promise too much and can\u2019t deliver, which is especially harmful if it <a href=\"https:\/\/redstagfulfillment.com\/ecommerce-holiday-survival-guide\/\" rel=\"nofollow\">impacts holiday season order fulfilment<\/a>.<\/span><\/p>\n<p><span style=\"font-weight: 400; font-size: 14pt;\">Your mission isn\u2019t just a sale. You also must <strong>provide additional value to the customer.<\/strong> Stick to things that are related and boost the enjoyment of your products, with minimal pushes. Keep it straightforward and simple and you\u2019ll be fine.<\/span><\/p>\n<p><span style=\"font-weight: 400; font-size: 14pt;\">If there\u2019s any doubt with your cross-sell, stick to marketing\u2019s golden rule: Advertise to others as you would have them advertise to you.<\/span><\/p>\n<h2><span class=\"ez-toc-section\" id=\"Use_Interactive_Content\"><\/span><strong>Use Interactive Content<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p><span style=\"font-weight: 400; font-size: 14pt;\">You can also use interactive content to upsell and cross-sell products. You can use outcome quizzes and e-commerce recommendations to show your customers what you have to offer. Here is an example of an e-commerce recommendation for <strong><a href=\"https:\/\/premade.outgrow.us\/Which-makeup-set-suits-your-face-the-best\">\u2018Which Make Up Product Is Best For You?\u2019<\/a>.<\/strong> You can use this to recommend makeup products, along with related products. For example, you can recommend a blush palette to a customer and sell them a brush separately.<\/span><\/p>\n<p><span style=\"font-weight: 400; font-size: 14pt;\">You can include the CTA in your results and drive users to your website. This engages a large number of users and increases purchase intent.<\/span><\/p>\n<p><img decoding=\"async\" class=\"alignnone  wp-image-52221 aligncenter\" src=\"https:\/\/outgrow.co\/blog\/wp-content\/uploads\/2019\/12\/interactive-content-new-300x142.gif\" alt=\"interactive-content\" width=\"834\" height=\"395\" srcset=\"https:\/\/outgrow.co\/blog\/wp-content\/uploads\/2019\/12\/interactive-content-new-300x142.gif 300w, https:\/\/outgrow.co\/blog\/wp-content\/uploads\/2019\/12\/interactive-content-new-1024x484.gif 1024w, https:\/\/outgrow.co\/blog\/wp-content\/uploads\/2019\/12\/interactive-content-new-768x363.gif 768w\" sizes=\"(max-width: 834px) 100vw, 834px\" \/><\/p>\n<h2><\/h2>\n<h2><span class=\"ez-toc-section\" id=\"Conclusion\"><\/span><strong>Conclusion\u00a0<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p><span style=\"font-weight: 400; font-size: 14pt;\">Cross-selling is a great tactic when it comes to improving relations with your customers and improving their experience. It allows you to showcase your products in a better way. It engages your customers and drives more traffic to your website. And these are some great methods of efficiently cross-selling products without coming off as \u2018too salesy\u2019!<\/span><\/p>\n<h2><span class=\"ez-toc-section\" id=\"Authors_Bio\"><\/span><strong>Author&#8217;s Bio<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p><span style=\"font-weight: 400; font-size: 14pt;\">Jake Rheude is the Director of Marketing for <a href=\"https:\/\/redstagfulfillment.com\/\" rel=\"nofollow\">Red Stag Fulfillment<\/a>, an e-commerce fulfillment warehouse that was born out of e-commerce. He has years of experience in e-commerce and business development. In his free time, Jake enjoys reading about business and sharing his own experience with others.<\/span><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Cross-Selling: Convincing Customers That They Do Need 1 More Thing \u201cBut wait, there\u2019s more!\u201d\u00a0That\u2019s the phrase we love most from those late-night infomercials that come on when we should be sleeping. What else can they add on, and will it make these terrible knives seem worth it? Are we going to get a great deal?&#8230;<\/p>\n","protected":false},"author":20,"featured_media":49018,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_kad_post_transparent":"","_kad_post_title":"","_kad_post_layout":"","_kad_post_sidebar_id":"","_kad_post_content_style":"","_kad_post_vertical_padding":"","_kad_post_feature":"","_kad_post_feature_position":"","_kad_post_header":false,"_kad_post_footer":false,"footnotes":""},"categories":[267],"tags":[522,167],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v22.1 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Cross-Selling: Convincing Customers That They Do Need 1 More Thing<\/title>\n<meta name=\"description\" content=\"Cross-selling is your weapon, and you get to choose how to wield it. 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