How to boost online sales for free
How to boost online sales for free
In modern e-commerce, simply selling is no longer enough – it is important to sell wisely. Managers at Selpway Trading Company have analysed two effective tools that help increase the average cheque and attract customers to make repeat purchases: cross-selling and upselling. Although these concepts are often confused, the principle behind them is significantly different.
Cross-selling is a sales technique where the buyer is offered additional or related products to the main one. For example, a case, headphones or a protective screen for a smartphone. The goal is to increase the total purchase amount and make it more convenient for the customer.
Upselling is offering a more expensive but better version of the same product. For example, instead of a basic laptop, a model with more memory or a better camera. The goal is to show the benefits of purchasing a premium option for a small additional fee.
Both strategies help the store increase the average cheque and benefit the customer, who gets more value for their money.
Upselling is offering a more expensive but better version of the same product. For example, instead of a basic laptop, a model with more memory or a better camera. The goal is to show the benefits of purchasing a premium option for a small additional fee.
Both strategies help the store increase the average cheque and benefit the customer, who gets more value for their money.
What is the difference between cross-selling and upselling?
Let's imagine a situation at McDonald's. If you are offered to increase your portion and buy a large menu instead of a standard one, this is upselling. And if you are advised to add fries or dessert to your cheeseburger, this is cross-selling.
In the first case, the customer is shown the benefits of a more expensive but better version of the product, and in the second, they are offered something extra that logically complements the main purchase. Upselling works on the principle of improvement: the salesperson convinces the customer that by paying a little extra, they will get much more value. This could be a TV with a larger screen, a smartphone with a better camera, or a larger package of pet food.
Cross-selling, in turn, helps to increase the overall value of the purchase by offering complementary products — for example, a bowl or toy to go with the food, a phone case or a belt to go with the suit.
In the first case, the customer is shown the benefits of a more expensive but better version of the product, and in the second, they are offered something extra that logically complements the main purchase. Upselling works on the principle of improvement: the salesperson convinces the customer that by paying a little extra, they will get much more value. This could be a TV with a larger screen, a smartphone with a better camera, or a larger package of pet food.
Cross-selling, in turn, helps to increase the overall value of the purchase by offering complementary products — for example, a bowl or toy to go with the food, a phone case or a belt to go with the suit.
Both techniques are effective at different stages of the online purchase process, from the product page to the shopping cart. Experts at Selpway Trading Ltd emphasise that these techniques not only increase the average cheque, but also make the user more engaged, increase loyalty and encourage the customer to spend more time on the site browsing products.
Cross-selling works best when the offers look natural. If a shop sells suits, it makes sense to offer a belt or tie. A shoe shop can recommend care products or special washing bags, and electronics retailers often add cases, headphones or protective glass.
It is advisable to use upsell directly on the product page, according to Selpway managers. The buyer can be shown more expensive models from the same category, highlighting their advantages. Even if the price is higher, the customer can be attracted, for example, by the possibility of paying in instalments or an additional warranty.
Cross-selling works best when the offers look natural. If a shop sells suits, it makes sense to offer a belt or tie. A shoe shop can recommend care products or special washing bags, and electronics retailers often add cases, headphones or protective glass.
It is advisable to use upsell directly on the product page, according to Selpway managers. The buyer can be shown more expensive models from the same category, highlighting their advantages. Even if the price is higher, the customer can be attracted, for example, by the possibility of paying in instalments or an additional warranty.
How and when to use these tools
Why you should use cross-selling and upselling
Cross-selling and upselling are not just marketing techniques, but powerful tools for increasing profits. They help not only to increase revenue from each customer, but also to improve their experience by making the purchase convenient, personalised and enjoyable. Companies that systematically implement these strategies quickly see results – the average cheque grows, and customers return more often for new purchases.