There are several differences between cross-selling and up-selling that many people don’t know. Perhaps these two English words are quite foreign and rarely encountered if you are not in the world of CMR (Customer Relationship Management). )
Both of these are part of the marketing strategies that are often used to showcase their products, for example in supermarkets or department stores. So what is the definition and difference between the two terms? Read more in the following article.
Meaning of cross selling
Cross-selling is a system of presenting additional products to consumers by encouraging them to purchase the product, but also in relation to the main product. Understanding this term is often referred to as cross-selling.
Cross-selling usually happens at the time of sale when the customer has already pulled out their wallet. Cross-selling uses a different type of product and gives customers the option to add to their order.
For example, when you want to pay at the cashier. Employees will offer their products that are still relevant to the main purchase. In other words, when buying coffee and tea. Employees will offer additional products or additives such as sugar.
Additionally, this strategy often bundles products together by giving shoppers a discount on their entire purchase or offering other incentives such as free shipping. Some marketplaces do this by telling customers they want more. How much of the purchase is eligible for free shipping?
Benefits of Cross Selling
- by offering additional or complementary products Customers will feel satisfied and understand because they may want that product.
- Revenues are also increasing because of not only the products that consumers buy. But with the addition of several complementary products offered when shopping.
- Increase the engagement and loyalty gained by consumers because they feel comfortable shopping.
- It can greatly help the process of promoting the product to the target market.
- Reduce the cost of selling when trying to sell a product.
- Add product referrals from businesses or businesses and consumer groups.
The most important thing to remember is that the product does not have to be very similar to the previous product and must complement each other. Cross-selling isn’t just about getting customers to buy more. It’s also about techniques for letting your customers see products and offers that are new or maybe they’ve never seen before.
Combined with purchases that your customers are ready to buy. Your brand exposure may carry more weight than you think. Cross selling works by introducing products or services in a way that complements the product or service that the customer plans to purchase. The method will vary depending on the shopping experience.
The definition of upselling
Upselling is a marketing strategy used in which customers are offered to purchase an item of higher value or price than the main item that the consumer will purchase. Simply put, the strategy aims to persuade the customer to want to buy the item at a higher price. higher
n. The transferor increases the price of the original product based on various characteristics of the product such as quantity, size or other types of products that are more complete or modern.
For example, when you buy a new mobile phone. Of course you have already planned what brand and type you want to buy. when you want to buy at the store The seller will offer a different type of mobile phone at a higher price. However, usually the requirements are better as well.
This definitely makes consumers reconsider. Seeing as some aspects of the second product are more complex. You will hesitate and choose that product as well. This is because the seller knows better and will continue to try to convince consumers to buy HP at a higher price. In fact, you want a mobile phone at an affordable price.
Successful upsells depend on understanding customer needs and making the shopping experience more enjoyable. refer to website OberloHere are some benefits of upselling techniques:
- Help sellers build closer relationships with customers.
- Selling to existing customers is easier than acquiring new ones.
- Upselling leads to an increase in customer lifetime value (CLV).
- Many customers will come to buy more.
in fact It’s not uncommon for customers to feel skeptical or even disregard the upsell techniques that apply to them when offering a product at a higher price. to make them believe in this bidding technique. Sellers must be clever in convincing customers to want to buy products.
at least make them wonder about the product Sellers have to study information from various products that have high prices and have proven to be beneficial.
For example, a seller can give reasons why they should buy more than what they need. Show the advantages of the product to make him interested and confident to buy more.
The difference between cross-selling and upselling
Cross-selling and upselling are often confused because in some ways, They achieve the same goal, which is to increase the amount customers will buy. The best time to use these two techniques is when your business needs increased sales and profits.
But there is a stark difference between the two. If you can master these things These will be of great importance to the success of your business. However, before using these two techniques it is good to make a business plan Good. Cross-selling and cross-selling involve convincing existing customers to increase the number of products they buy. Here’s the difference:
1. Price of the products offered
In terms of price, these two techniques offer products at different prices. Cross-selling sells and offers items at prices that are more affordable than the buyer’s main item. often much cheaper
meanwhile Upselling offers products that are more expensive than the ones customers actually want to buy. Of course, a higher price also affects the quality of the product.
2. Types of products offered
For sale of products using the Cross Selling technique must be the same type of product. by purpose These product offerings are complementary to or complementary to the main product and purchased by customers.
meanwhile with additional sales techniques The types of products offered are not the same or different. Therefore, sellers are free to offer any product. In the past, items would be more expensive, more quantity, and better. However, the product must be related and similar to the main product.
3. Target consumers
Ultimately, the differences between the two product marketing techniques adapt to the target market. The reason is that there are many aspects that need to be considered in order to present a product. with continuous sales techniques Sellers can target all customers as their target market. Because there are no specific requirements in terms of product offerings.
for increasing sales Make sure to present the product to the customers with the appropriate and higher segments. This is based on the work of upselling techniques that offer more products than desired products.
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