The difference between cross-selling and additional sales

1 Foreword

Sometimes when discussing the design of an e-business system, cross-selling (Cross-selling) and additional sales
(up-selling) confused, and in the design does not aim at the difference between the principles of the business,
The timing and location of the sales recommendation is incorrect and the best recommended results are not achieved.

The business distinction between cross-selling (Cross-selling) and additional sales (up-selling) is somewhat subtle, although
are encouraging customers to buy more, but the starting point and sales ideas are not the same.

2 Append Sales (up-selling) is vertical, the core is "append". 2.1 Recommended form of additional sales (up-selling)

1 encourage customers to buy more expensive similar products, such as customers want to buy a notebook, but the system recommended that the purchase
Some of the more advanced notebook, of course, the price is higher. It is more persuasive to cite the reasons for the recommendation
. (Note: This form is also known as uplink sales, that is, selling more expensive to customers.) ）

2 encourage customers to more accessories or services. If the United States to buy a refrigerator, the default is one-year warranty, then you can
Encourage customers to buy longer warranty years, 89 yuan per year.

Recommended Principles for

2.2 additional sales (up-selling)

The additional sales (up-selling) is to expand and strengthen the customer's one kind of purchase demand, whether it is to buy
More expensive or more accessories and services are based on the current core purchase purpose of such goods.

2.3 The recommended opportunity for additional sales (up-selling)

Additional sales (up-selling) can be pre-sales or aftermarket.
2ecommerce.cn
Pre-sales representations are made when a customer chooses a product or buys it in a shopping cart.
After the sale is after the customer purchase, regular analysis of customer orders, for purchased goods for additional sales (up-selling)
Recommendations.

3 cross-selling (Cross-selling) is horizontal, the core of which is to tap new requirements. 2.1 Recommended forms of Cross-selling (Cross-selling)

1 recommend and the goods similar to the content of goods to customers.
such as the purchase of an E-commerce book, then you can in the Customer Homepage recommendation column, recommend another E-commerce book,
Because you think customers are interested in E-commerce books, you may buy more.

2 recommend and the product level similar to the goods to the customer.
If the customer buys a notebook, recommend a printer to the customer, because feel the customer has this purchasing power and demand.

3 recommended combination of products.
If a customer buys a blouse, recommend a pair of trousers, a handbag, a pair of shoes, etc. With a full body effect, let
Customers feel better with a whole set of results.

Recommended Principles for

2.2 cross-selling (Cross-selling)

Cross-selling (Cross-selling) in fact, in the same customer to dig, open up more customer needs, rather than
Only to meet customer demand for a certain time, horizontal development of the market.

2.3 The recommended opportunity for cross-selling (Cross-selling)

Cross-selling (Cross-selling) to avoid recommending competitive products in front of sales, for the apparel industry,
The recommendation of collocation should be strengthened as far as possible. But the priority should be lower than (up-selling) to note that the customer's current
Deepening the purchase demand is much better than recommending other items that might change their buying decisions.

After the sale, in turn, the sale should be on the cross sale (Cross-selling) priority treatment, because the customer this purchase decision has passed, May
Customers will no longer invest in this demand, the significance of the recommendation has not been compared to cross-selling.

In the author's e-commerce cross-selling (Cross-Selling) Form research and
E-commerce cross-selling (Cross-Selling) display mode
In the two articles, the principle of cross-selling and the main points of the display method are analyzed in detail.

Transferred from 2ecommerce.cn
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