Cross-selling and up-selling are both elaborate tricks to increase sales in a business. Although the main goal of these tricks is to generate more sales, their operation and use are different. Let's see together the particularity of each of them. What is cross selling? Cross selling is a marketing technique implemented to promote an increase in the average basket. The particularity of this technique lies in the sale of a complementary product to an initial product purchased. The products highlighted in cross selling are generally products related to those coveted by consumers. However, this is not a real implication or a missing part of the purchased product. Instead, it is a non-implicating complementary product that the consumer will have no trouble adding to their basket.
For example, let's take the shelves containing chewing gum, sweets or electric batteries at the checkout of a store. This is the concept of cross-selling. Up-selling: definition Up-selling consists of getting the consumer to buy a product that is slightly more expensive than the one they were initially planning to buy. It is a set of techniques used to offer a product armenia phone number data with superior technical characteristics to the one the consumer is looking for. Furthermore, advanced technical characteristics imply a higher purchase price. Indeed, just like cross-selling , up-selling or moving upmarket aims to increase the average consumer basket. For example, a car dealership generally offers its customers a more economical, comfortable and less polluting car model. This model obviously costs more than the one the customer initially wanted.
The goal is therefore to sell a more expensive product instead of the one chosen by the consumer. What is the difference between cross-selling and up-selling? Both of these sales tricks have the sole purpose of increasing the average consumer basket in order to increase the company's margins. However, here is how these two marketing techniques are different. Cross-selling to encourage impulse buying Cross-selling aims to increase the average basket through products related to the one(s) purchased. These complementary products offered are not, however, linked to the nature of the product purchased. They were usually basic necessities that cost less. Indeed, cross-selling does not force the consumer to buy a product that goes hand in hand with the one purchased.
However, when the related product offered is linked to the one purchased, cross-selling is more likely to be positive. Let's take for example: A shoe cleaner to a shoe buyer; Powerful electric batteries for a purchased remote control; Glass wipes after buying a pair of glasses, etc. Cross selling is a profitable marketing technique when used well. Upselling to sell an update Upselling also involves increasing the company's margins. Unlike cross-selling, upselling does not offer a complementary product to increase the average basket. Upselling is more interested in selling a more expensive product instead of the one chosen by the consumer. To achieve this, it will be necessary to offer a more sophisticated product to the consumer. Indeed, the consumer must feel that he risks missing out on what is currently best.