Digital Marketing – Opportunity of Cross-selling and Up-selling

Finding new customers for your business involve a lot of effort, cost and risk. However, utilizing your current and loyal customer can help you to increase profits, positive word of mouth and low churn rate with the help of cross-selling and up-selling as founded in research.  (Akcura & Srinivasan, 2005). 

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First, we need to understand about cross-selling and up-selling for better utilization of tips and tricks discussed in this blog. 

Cross-selling: It occurs when you sell complementary or supplementary product to your customer like iPhone with Air pods.

Up-selling: It occurs when you convince your customer to purchase expensive product like selling 3$ large coke than 1$ small coke

Following are some ways to utilize this opportunity using digital marketing:

1)    Use remarketing with the help of Google Ads

Google Ads and Analytics provide platform to the business to remarket the customers that are searching about the similar products that your business is offering or to the customers that have already encounter your brand once online. It’s a marketer job to reinforce the advertisement of the business to the protentional customers to increase the sale of business.

2)    Email customers about abandoned shopping cart

Designing your website in a way that encourage your customer to sign up with your website like offering some discount etc. Once your customer has signed up with your website. You can easily target those customers who have dropped after adding items to final shopping cart. Sending email to remind them and offer discount will help to complete the purchase.

3)    Designs your ads by customer preference and day/time

Another important element is when to publish your advertisement campaigns to target customers effectively. There are some peak times like evening or days like Saturday and Sunday when your customer is more likely free and searching for your product. However, its marketer job to find out the effective time according to the customers.

4)    Personalised offers for loyal customers

Using customer database and their purchase history you can design loyalty program that you an easily implement from third party source. Which will help to increase the engagement and purchase volume of your customers.

      5) Real time suggestion for customer during shopping

Another most effective way to take benefit of cross and up selling is real time suggestion to the customers. Just like Amazon and eBay, you can give suggestion to your customers with similar products that they are already buying with incentives like discount to motivate them to purchase more.