Guide to The Cross-Selling Strategy in eCommerce Merchandising

Guide to The Cross-Selling Strategy in eCommerce Merchandising


Creating a perfect eCommerce store with a great website design is not enough for making sales. You cannot miss an essential component of online business – e-commerce merchandising. 

eCommerce merchandising means that you should proactively guide your potential customers towards the exact products they are searching for. In this way, you can generate a lot of sales from your e-commerce store.

There are several e-commerce merchandising tactics that have successfully boosted up the sales for thousands of e-commerce stores. These strategies include cross-selling, advanced site search, up-selling, customer segmentation, and faceted navigation. 

This article will discuss all cross-selling, its method, and its impacts on online businesses.

What is Cross-Selling?

Cross-Selling is the first thing you must add to your website to increase the e-commerce merchandising opportunities for your e-commerce store. 

Cross-selling is a process through which you display additional products in front of your potential customers along with their desired outcome. In this way, you are tempting them to order more things than they intended to when they arrived at your e-commerce store. 

Showing such options to your potential customers increases the order value, meaning that now you can generate more profit from the same customer.

How cross-selling differs from up-selling?

To be exact, up selling means encouraging customers to buy the more expensive version of the primary product they are interested in. it can be an upgraded or premium model of the development. In this way, the cost of the product goes higher. You are simply presenting your customer with the more expensive alternatives of the product they are considering buying.

On the other hand, cross-selling suggests different but related products that the customer may add to their shopping cart in addition to the primary product he/ she was looking for. 

How to gain success in Cross-Selling?

Once you decide to start cross-selling on your e-commerce site, you have to categorize products into groupings. You can make groups by evaluating product relationships to identify the products that make sense to cross-sell with each other. 

If you own a large e-commerce store, this task can become complicated and time-consuming. Many built-in features allow you to create product relationships manually. You can learn more about e-commerce SEO service providers that have cross-sold and up-sell functionality, through which you can easily link products together.

Now let us discuss the criteria for choosing cross-selling products. The listed effects should be at a lesser price tag, and they should not require configurations. 

The product must not, in any case distract the customer from buying the intended outcome. All the cross-sell must be added to the cart following the first product. For example, when a customer is looking to buy a digital camera, you can offer him a memory card and a camera case. A laptop or mobile phone is not the appropriate cross-sell here.

What is the Significance of Cross-Selling?

The increasing competition among e-commerce stores has compelled many entrepreneurs to employ cross-sell to their websites. However, some people view it as a typical salesman strategy, and they feel that this may bother their customers. 

Here you should know the difference between forcing a customer to buy and offering him complementary products. You are helping the customer in making their purchases quickly. Most of the customers are not irritated by appropriate and helpful suggestions. 

However, too many suggestions or wrongly done cross-sell can distract a user from making the actual purchase. They may go back and look at the other options instead of deciding. Or they may look for a cheaper product to fit all the related accessories in their budget.

Here we can say that cross-sell has both pros and cons. It should be done with great caution. Don’t provide too many options that may make the potential customers drop the idea of purchasing from your e-commerce store.

How to implement Cross-Selling Effectively?

There are specific techniques that help you to implement Cross-Selling more effectively:

  1. Behavioral segmentation enables you to make customer cohorts, and in this way, you can make a more personalized approach in giving suggestions.
  2. Keep track of customer’s shopping journey so that you can identify the ideal touch-points for popping up the suggestions. 
  3. Use a social approach – Amazon successfully applies this method “frequently bought together” section. It places suggestions after considering the search history of customers involved in shopping for similar items.
  4. Offer items in the form of a deal. This makes your customer think that they are getting a great bang for their buck, and they happily spend a little bit more money to grab the offer.

The Final Verdict:

The e-commerce merchandising efforts are centered on increasing the conversions and the value of those conversions. Cross-selling is a quick and easy way of selling many products to the same customer. You need to offer the right products at the right time, and optimizing your website for effective cross-selling can learn more about e-commerce SEO service. Here you can learn more about eCommerce SEO services.

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