Upselling in ecommerce is a powerful tool for increasing revenue and customer satisfaction.
This involves leveraging a customer’s interest in your products or services and then offering them a more premium version than what they originally intended to buy.
Upselling is a sales technique aimed at persuading customers to purchase a more expensive, upgraded, or premium version of the chosen item or other add-ons for the purpose of making a larger sale1. It can help a business increase its average order value or customer lifetime value, generating more revenue immediately or over the long term.
*Here are some examples of successful upselling:
- A clothing retailer: A clothing retailer offers customers a more premium version of the item they’re looking to buy. For example, if a customer adds a basic t-shirt to their cart, the retailer could offer them a higher-quality t-shirt made from organic cotton for a small additional cost.
- A cosmetics company: A cosmetics company offers customers a larger size of the product they’re looking to buy for a better price. For example, if a customer adds a 50ml bottle of perfume to their cart, the company could offer them a 100ml bottle for a small additional cost.
- A furniture retailer: A furniture retailer offers customers an upgraded version of the item they’re looking to buy. For example, if a customer adds a basic dining table to their cart, the retailer could offer them a dining table made from higher-quality materials for a small additional cost.
- An electronics retailer: An online electronics retailer offers add-ons to get customers to upgrade the product they’re looking to buy. For instance, if a customer adds a Samsung 55” 4K TV to their cart, the retailer could offer a TCL 65″ TV for a small additional cost.
- An airline: An airline prompts a passenger flying coach to upgrade to a first-class seat as part of the airline check-in process.
*Here are some steps you can take to implement upselling in your ecommerce business:
- Find an upsell app: There are many upsell apps available that can help you implement upselling on your ecommerce platform.
- Focus on returning customers: Returning customers are more likely to make a purchase, so it’s important to focus on them when implementing upselling.
- Put products into categories: Categorizing your products can help you identify which products are suitable for upselling.
- Measure your results and adjust accordingly: It’s important to measure the success of your upselling efforts and make adjustments as needed.
There are many upsell apps available that can help you implement upselling on your e-commerce platform. Here are some of the best upsell apps for Shopify:
OptiMonk Popups: This app offers upsell and more.
Upsell Recommendations: This app is free and developed by Innonic.
*Here are some common mistakes businesses make when implementing upselling:
1- Not understanding the customer: One common mistake that businesses make is not truly understanding their customers. It’s important to make an effort to understand their needs and preferences to successfully upsell them and build trust and loyalty.
2- Being too aggressive: Being too aggressive when upselling can drive customers away. It’s important to strike a balance between being helpful and informative without being too pushy or aggressive.
3- Focusing on the wrong product or service: It’s important to focus on the right products or services when implementing upselling.
4- Failing to A/B test different upsells: A/B testing different upsells can help you determine which offers are most effective.
Upselling can be a powerful tool for growing your ecommerce business.
If you’re interested in learning more about how to effectively implement upselling strategies, I’m here to help.
Schedule a consultation call with me through the link in my LinkedIn profile and let’s work together to take your ecommerce business to new heights.