Cross selling – What is cross-selling?

Cross-selling or cross-selling is the technique of selling complementary products or services to a client or potential client who has consumed or plans to consume a product or service. An example is a mobile phone seller that offers the possibility of purchasing a case to users who have purchased or are in the process of purchasing a terminal. It is a technique widely used in e-commerce since it can be automated through the use of keywords, tags and online marketing techniques such as email marketing or SMS marketing. 


Advantages of cross-selling


The practice of cross-selling offers various benefits to companies that put it into practice:

  • Increased sales:  Using cross-selling can increase sales by 10% to 30%

  • Customer loyalty:  Helps ensure that the customer does not abandon your brand once the purchasing process is completed.

  • Cost optimization:  You can manage the sale of more than one product in a single transaction and shipment.

Cross-selling techniques

The main techniques used in online commerce to cross-sell are:

  • Pack technique:  This is the sale of products together with other complementary products (For example: Mobile phone + case + car holder)

  • Association techniques:  Offer associated products during the purchasing process.

Difference between cross-selling and up-selling

The difference is that in up-selling the customer is shown to purchase a service or product that is more expensive than the one they have purchased or intend to purchase.