How to use upsell cross-sell and downsell to increase Shopify sales

How to use upsell cross-sell and downsell to increase Shopify sales

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Whether you are selling on shopify or other platforms, the biggest problem is to increase sales. Nearly all the hard works on increasing traffics and conversions are for the sales in the store. Among all the marketing strategies upsell and downsell are very practical skills to increase Shopify sales. How to use upsell and downsell to increase Shopify sales? We will explain in details.

Upsell is everywhere, such as candy and magazine racks at the grocery store checkout. But if you are in a high-end shoe store, it might be a pair of socks that can be paired with shoes. Almost all shopify stores use upsell for a reason. When Shopify sellers consider upsell, they also use downsell. Although this is not common, it can also be used for a large sum of money. Upsell, cross-sell, and downsell are the three sales tools that save time and effort on advertising and help you get more out of it with minimal cost.

What’s upsell downsell and cross-sell

Upsell, can also be called “upward sales.” That is, when a customer intends to purchase a product, use a new additional advertisement to sell them a more expensive product, or upgrade the version of the product to achieve additional sales and increase the value of the order.

Because when the customer has intentionally purchased the product, it is easier to promote the upgraded version of the product. This kind of psychology is used for sales in the sales. If you are selling sunglasses, you can use UV or polarized lenses to make upsell. Providing customers with an upgraded version of the product, customers will feel that this is a good reminder to them, because if they do not know some advanced features of sunglasses, they will be interested in this extra information.

Cross-sell. Cross-selling is to achieve more sales by promoting related products or complementary products to customers. Cross-selling is a way for customers to improve the buying experience and help customers get more value on the initial purchase.

If the customer has made up his mind to buy a certain product, he will introduce some auxiliary products to him in time, and there will be a good sales promotion effect. For example, if a customer wants to buy a badminton racket, then he may still need badminton. At this time, he can use badminton for cross-selling. Cross-selling is to give users more. The above are upsell and cross-sell, very simple and very common, generally set to automatically pop-up windows, and some will also appear on the product page. Both increase the average order value by alerting customers to other product and product changes. If the effect is good, it can also extend the life cycle of customers and let them buy back many times.

Downselling, this is a sales method as opposed to upselling. Instead of recommending more expensive products to customers, it increases profits by offering customers lower-priced items.

When the customer is ready to opt out of the purchase, you can adjust the quotation according to the customer’s budget, recommend cheaper and more affordable products to customers, and increase their chances of buying. The most common example is to update the fast 3C products. If the customer can’t afford the latest version of the Apple phone, you can recommend him a lower price, which is the last model of the Apple phone. This way customers have the opportunity to buy. Downsell allows you to sell in the case where customers can’t afford quality products, compare prices to customers at different price points, and help build brand loyalty.

Let’s see how to take advantage of upsell, downsell strategy to increase sales on the Shopify store.

upsell products relate to the products you originally sold

Whether you are selling physical products, services, information or a combination of the above, getting upsell’s products in close proximity to the original product will generate more sales.

For example, if you sell a mobile phone in your shopify store, when the company packs the phone, you can place a limited warranty purchase extended warranty card on the top of the package. The key is that it is a one-time offer and is set. The expiration date shows scarcity. Although not all consumers will purchase warranty delays, as long as some people see it, the company’s revenue will increase.

Interestingly, when you sell low-end physical products in Shopify store(less than $50), then offering discounts on products is also very effective.

Test the price of upsell products

Don’t think that you can make more money with upsell high-priced products, which is why shoe companies upsell socks and grocery stores upsell candy. These things are relatively cheap and have a high probability of being taken away. So although you don’t have as much sales per sale, you may be able to sell more and earn more.

If the products or services you sell can benefit from low-cost add-on products, it’s worth a try.

Test downsell

Downsell has a lot of ways. The first way is to provide a different low-priced product after the consumer rejects your upsell; the second method is to provide the same product, but then provide some additional offers to make the price look very valuble. Both methods are effective and are worth a try.

Consider the “problem solving done for you” service

Many times, consumers will ask you to help solve specific problems. When you give a suggestion, they will ask, “Can you help me solve this problem?”

If you have a viable off-the-shelf solution, you can make more money, or provide it in a paid form, upsell more products.

Don’t be afraid to offer high-priced upsell products

The above talked about a lot of low-end products on Shopify, their upsell and downsell are very effective. But for high-priced products, such an approach may also work. But to a large extent, it depends on your audience and market. In the case of selling high-priced products, the products you add to sell must be valuable and must be sold to consumers who can afford your products.

Upsell can differentiate your business by developing, testing and continuously refining your upsell and downsell strategies to increase revenue and profit. However, when you apply those sales strategies on Shopify, there are a few things to keep in mind:

Customer concern is always the first

Upselling and cross-selling are strategies for increasing sales, but if you do well, you can also increase customer loyalty and increase repurchase rates.

So, you should understand the customer’s needs and achieve this value by providing other products or features to improve the customer experience.

To put it simply, your means of sales promotion really helped the customers, and they felt that the choices you provided brought them great convenience.

However, if the customer thinks that your means of sales increase has nothing to do with their demand goals, and the choices you provide are not upgraded or invisible, this will cause bad customer experience.

Putting customers in the first place means that you are simply marketing and not selling, but giving customers the direction and choice of sales.

Do not overuse

If the promotion can bring convenience to customers, they are very willing to accept it, but if the promotion is excessive, it will make customers feel resentful, and no one will like to over-promote.

Excessive marketing also hurts the brand image on Shopify store, so even if it is sales, focus on improving the customer experience. Don’t give customers too many choices, too many choices will cause them to “choose difficult problems.”

It is recommended that you focus on promoting the most relevant and attractive products that customers purchase, and three or four will suffice.

Don’t be too expensive

The customer may choose a product with a higher value, but if it is too expensive than the product he originally intended to buy, he will easily give up.

Under normal circumstances, the value of the additional sales of goods should not exceed 1.25 times of the original goods, that is, the value of the additional sales is less than 25%.

If the original product is $100 on Shopify store, then the additional item is preferably less than $125. The up-sell value is less than 25%, which has the opportunity to increase the average order value without scaring customers away.

Demonstrate the value of upsell products

The sales of goods are simply listed, and they are not very convincing. Also let customers believe in the value of these products, it is recommended to add recommendations or customer reviews on the additional page, or send an email to list the value of the product to enhance their shopping enthusiasm.

Promote product lifecycle

Customers can be remarketed according to the life cycle of the product on Shopify store. For example, if you sell daily necessities and use up in 3 months, then you can send a sales letter to the customer after 3 months to give the customer a reminder. It makes it easy for customers to recall your brand and products, which increases the chances of repurchasing.

Incentives

If the goal is to increase the value of a single purchase, then the more products the customer buys in the shopping cart, the better.

There are some incentives that can also be used for the purpose of sales promotion:

Set a consumption amount, and you can get free shipping when you reach it.

You can give a free gift card, discount or free post when you have a certain limit.

You can enjoy discounts when you purchase a few pieces.

About upsell, it can be divided into upsell before purchase and upsell after purchase, that is, it can be used for additional sales before the customer checks out, or can be added after the customer checks out.

The same is true for cross-selling, but what timing is best for using these sales strategies? Where can I use it? Let’s take a look at the details in the following.

It is most common to make upsells and cross-sells on product pages. For example, you might like, or recommended for you, seller recommendations, more to love.

If you are using shopify, the add-on product feature may be built into the theme of shopify.

At the same time, shopify’s theme store also has some software that can be used for upsell and cross-sell, such as OneClickUpsell, CartHook, Sweet Upsell, Product Upsell, etc.

Upsell and cross-sell during checkout

As shown in the figure, after I add a laptop to the shopping cart, I will jump to a cross-sell interface. The most common combination of this product is the following product portfolio (similar to bundled sales). This is to use cross-selling to increase the value of customers’ orders, and to provide customers with comprehensive product services.

Upsell and cross-sell in email

The first thing I want to say is that you must pay attention to email marketing as a shopify seller, because compared to social media, content marketing, and pay-per-click advertising, email marketing is the marketing method with the highest return on investment, and the return on investment reaches 4300%.

In email marketing, the open rate of purchase receipts is as high as 71%, which is much higher than the average open rate of emails. Since the purchase receipt email has such a high degree of participation, it is very suitable for sales promotion.

Try downsell when customer intends to leave the product page

Down-selling is not about recommending more expensive products to customers, but increasing sales by providing customers with more affordable and convenient downgrades.

The most common example is to update a fast 3C product. If the customer can’t afford the latest version of the Apple phone, you can recommend him a lower-priced product, such as last year’s model. This way customers have the opportunity to buy.

The downside of the downsell strategy is that it is both for the sake of customers and for making their sales methods more diverse and adaptable.

Stimulate customers purchase to increase sales

In fact, in addition to providing customers with related products or advanced (low-level) products, you can also set a consumption amount, reward for the amount of consumption, or provide free shipping services, which can also increase the average order value. In Shopify, you will often see a full-fledged activity, which is the means to stimulate customer spending.

The example is that you can get a free gift when you spend $50 or more, which is also a stimulus.

The plug-in Sales Motivator on Shopify can be used to set up such consumer stimuli. If the customer’s spending reaches a certain amount, you can choose to give them discounts, free shipping or free gifts.

The effect of these sales incentives is obvious, and sales can even increase by 15%. As long as you set up an automatic pop-up window, you can easily increase sales by existing customers.

The above are the strategies How to use upsell cross-sell and downsell to increase Shopify sales, you are welcome to leave your comments.

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