When it comes to increasing your Shopify store revenue, more traffic isn't always the answer. Selling more to your existing customers is cheaper and more efficient.
So how should you increase your average order value for existing customers? Up sell and cross sell.
Between 10-30% of all ecommerce revenue is earned through upsells and cross-sells, making it a go-to strategy for many of the top ecommerce brands. Just look at Amazon. Your product pages are set up so there is always an upsell and a cross-sell. The upsell is featured on the product page as a better model or variation of the item you are already purchasing. Cross-selling is the section at the bottom of the product page and cart page titled "Frequently Bought Together."
These techniques force you to guess and rethink your decision to buy a cheaper model or a standalone product without the suggested add-ons.
The difference between upsells and cross-sells is often unclear, so let's figure that out before continuing. We define an upsell as an update to the exact product that a customer plans to purchase. For example, Apple will sell its cheapest MacBook model with the next model, using its processor speed and retina display as selling points. A cross-sell would be Apple suggesting that you buy a mouse and keyboard with your MacBook.
With these definitions in mind, delve into how to create and implement successful techniques additional sales in your store Shopify.
Categorize your products
Before you start creating upsells in your store, take a step back and think about your catalog, collections, and products. How is each product related to each other and which ones will it make sense to sell more?
Sales within your collections are likely to increase, so start by taking notes on products that have a natural upsell. If you have multiple models of the same sunglasses, order them from lowest to highest price so you know which products will qualify for an upsell and what that upsell product will be.
Make your upsells relevant
If you follow our first tip, this second one will be easy for you. Once you've categorized your products, you'll know which ones qualify for an upsell and which ones don't. You want to make sure that the product you offer in your upsell solves the exact same problem as the original product.
You wouldn't sell a reading lamp with a bedside table anymore. That just doesn't make sense! (That is more in line with cross selling.) Upsells should be so closely related to the original product that the customer thinks, “Hey! This is practically a better version of the product that I was going to buy for a little more money. "
Experience different screens
Upsells can show up at various points in the buying process. If your product is more of a purchase that is made once every ten years, like a bicycle, for example, you will want to sell more before paying. With apps like Ultimate Specials, you can display your upsells as a pop-up on the product page or embed them on the cart page. This will ensure that your customers see the upsell before paying.
If you sell products that are bought more like once a month, you can still use the strategy mentioned above or you can use email marketing. If you notice that some customers are buying the same product over and over again, consider sending a targeted email campaign that highlights the benefits of a better version of that product.
do not force it
Nobody likes a pushy salesperson. Whether you're shopping from IRL and that pesky associate keeps popping up behind every clothes rack or you're browsing an online store and pop-ups are flying in your face faster than you can close them, these tactics will quickly deter any interest. .
We suggest offering only one upsell once and making it easy for the customer to discard it. You want your customers to take action instead of you forcing them. Be seen, but don't be annoying.
As with any type of sale, urgency increases conversions. There are many ways to generate urgency - limited time offers and low stock alerts are two of the most proven methods.
Discounts on your upsell
When you're hanging a carrot, it always helps if people feel like they're getting a good deal for that carrot. Discounting your upsell, even as low as 5%, will further entice customers to convert with the offer. Plus, lowering the price of the most expensive product will make that jump seem a little more manageable to your customers.
Stay within your customer's price
This is probably the most important conclusion when it comes to upselling. If your customer chooses the most basic and cheapest version of a product, they are unlikely to change their mind and decide to buy the most expensive.
Keeping your upsells within your customers' price will lower the barrier to buying and increase your conversions. For example, if you sell portable speakers, sell your most basic speaker with the model that is slightly better. There is a reason why your customer chose the most basic (price, needs), so don't try to sell them at their most luxurious version.
This can be easily accomplished by taking the time to categorize your products as we mentioned in the first tip. Doing this up front will make creating your upsells a breeze.
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