The Top 8 Upselling Techniques For Your eCommerce Store
You will agree that you have to work very, very hard to get traffic to your site and even harder to get that traffic to convert, i.e., to buy something.
Most e-commerce conversion rates fall in the 2-3% category (unless you are running Amazon at 9.6% or Proflowers at 14.1%! This hard fought victory to get a sale should be the stepping stone to selling more to that customer, upselling since a bird in the hand.
There are a lot of interesting and useful ways to upsell. Here are some ideas for you to think about.
Can you use two?
Here is a ploy that suggests that the more you buy, the lower the price. This works well for items that could easily be bought in volume such as consumables, some clothing items and so on.
People who bought this item also bought
Amazon has made this tactic very familiar and has profited greatly by its usage. They keep tabs on customer purchases and supply that information to their customers even before they have chosen to purchase. Does your site have the capability to access and utilise your business sale data in the same way?
If you like this item, you may also like
Here is a variation on the above that does not require the data manipulation of sales data. When someone chooses to buy your Trace Adkins CD, your site pops up a set of recommendations for other country & western artists that might appeal to the shopper such as Garth Brooks or Phil Vassar.
These accessories will help you enjoy your purchase
Yet another variation on the theme is the notion of displaying accessories so when your shopper buys a pair of walking shorts, she will then see a matched top, walking shoes and a snappy-looking vest for cooler days.
As a valued customer, here are special deals just for you
This is an interesting approach that essentially gives the buyer access to special pricing as a reward for being a customer. This approach has a lot of appeal because it catches the visitor while they are in a buying mood. This tactic is usually implemented as a popup that comes into view after the shopper has entered credit card information but before they have confirmed the final purchase price. This timing makes it so very easy to just add one more item before ending the transaction.
Last ditch deal
You may even be able to get away with adding a last ditch deal or final offer. Usually these items need to be very inexpensive so it seems like no burden at all to add that 5.99 item to a 63.00 order.
One more item and shipping is free
If you can afford to do so, offer free or discounted shipping for purchases that hit some minimum level. This works best for items that do not cost a lot in shipping; the customer savings is probably not as great as your marginal profit but they do not see it that way; they see free!
Thank you for shopping with us coupon
Add a coupon to your customers order that provides a decent discount for an extra purchase within a week or so.
Upselling is a beautiful process, and can increase your average conversion value drammatically.
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