Posted by Craig Abramson, Director of Marketing, Dydacomp
Cross-sell is a highly valuable selling tool; Amazon reported in 2006 that 35% of their revenue was generated via cross-selling and 55% of etailers use or plan to use it. When we think of cross-sell we often think of teenage cashiers asking “Would you like fries with that?” While a customer always has the opportunity to decline the offer, frequently they realize they need or want the items being presented.
Think of a customer purchasing a digital camera. They’re looking at the product page for the camera they want and are about to add it to the cart but it hasn’t occurred to them that they might want a bigger memory card or that the camera doesn’t come with a protective case. If your cart and back office management system allow you to set up cross-sells you can simultaneously increase average order size and improve customer satisfaction (perhaps creating a repeat customer) because your online store has thought of everything for the consumer – sending them away with everything they want and need.