When it comes to eCommerce, there are many ways to increase revenue. One of the more effective (and often overlooked) sales techniques are upselling and cross-selling. Both of these tactics are key to profit generation for your online uniform store and should be implemented to help boost sales. But before you do that, let’s take a look at the difference between the two.
Upselling and cross-selling are often confused for one another and used synonymously when, in fact, there are subtle differences between the two. Differences aside, however, both techniques benefit uniform retailers who can generate greater profits (perhaps an extra 10-30%) and provide a better, more cohesive and complete user experience by implementing the two. Read on to discover differences and examples of cross-selling and upselling.
While often used interchangeably, there is a clear difference between upselling and cross-selling. Upselling suggests to the shopper that they purchase a more expensive, better quality product. Cross-selling, on the other hand, is when you present your customer with additional products that complement their existing purchase.
Let’s say a shopper is looking at purchasing steel toe boots from your uniform store. After selecting the boots they prefer, the customer is immediately presented with several options for premium and better quality boots. This is an example of upselling — trying to get the customer to spend more on the same product or type of product that they are currently looking at purchasing. For 10 more powerful examples of upselling, click here.
Alternatively, cross-selling occurs when, after the customer selects the steel toe boots, they are presented with the option to add products like work socks, boot laces, heavy-duty leather protection cream, etc. As these add-ons are logical accessories and complementary products to the steel toe boot, these would be considered cross-sells.
Well-executed cross-selling and upselling techniques will ultimately boost your uniform store’s bottom line by selling more (and/or more expensive) products to the same customer. Not only does this benefit your ROI, it also provides your customer with a well-rounded shopping experience. Showing customers similar and related products to what they are already interested in allows them to make an educated decision as to what product(s) they should purchase.
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