The golden rule of
In fashion: if a customer is buying a dress, you can offer a bag/hat/shoes that match the dress.
In electronics: if a customer is buying a mobile phone, you can offer a protection case.
In furniture: if a customer is buying a sofa, you can offer decor pillows.
cross-selling programs fail
- You try too hard. Don’t offer too much or too often.
1-3items on checkout with short text and an image are enough.
- Total mismatch. Offer only products that are relevant. There’s no point in selling a bikini with a new laptop.
- Wrong audience. Knowing your customers is the key. They have different shopping habits which may exclude
cross-sellingtolerance. Offer relevance may fix that, but this is a subject for a test. Run different time-limited cross-sellingcampaigns and explore your audience.
- High price. The item you’re trying to
cross-sellmust cost less than 30% of the primary item. If the average order value for your customers is $100 they will unlikely buy the second item of the same price and double the order. But if it’s just $25, the chances are high.
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