Upselling is a sales technique where a seller encourages a customer to buy more expensive items or services than they had initially planned. Upselling can be an effective way to increase the average order value and improve profitability for eCommerce businesses.
In this article, we’ll look at the upselling meaning, and explore some examples of how it can be used in eCommerce. We’ll also discuss the benefits of upselling for businesses and customers alike, and provide some tips for implementing an effective upselling strategy.
What is upselling?
When it comes to upselling, this is a sales strategy that persuades clients to spend more money on a more expensive or upgraded version of the product they were initially planning to buy.
Effective upselling can aid a company in raising the average order value or customer lifetime value, which can result in an immediate or long-term gain in revenue.
Upselling vs. cross-selling
Although both cross-selling and upselling are sales strategies that boost income, they accomplish this in slightly different ways. Cross-selling persuades a consumer to add related or complimentary items to their current purchase, while upselling persuades them to buy a more expensive version of a product or service.
Let’s take the example of your computer sales company. Customers wanting to upsell would be directed away from a mid-range laptop and toward a top-of-the-line device with cutting-edge specifications.
As an alternative, a salesperson cross-selling to the same consumer would push the buyer to purchase the mid-tier laptop with a protective case, a wireless mouse, and other add-ons that improve the device’s usability.
Some common examples of upselling meaning
In B2B and B2C sales scenarios, upselling is typical. Here are a few illustrations:
- As part of the check-in procedure, an airline may suggest a first-class seat upgrade to a passenger traveling coach.
- On a restaurant menu, customers might choose to pay extra to add chicken or shrimp to a salad.
- An option to purchase the audio version of a print book or ebook is provided during the checkout process for an online book vendor.
- A car salesperson advises a driver to buy a car with a more premium trim package that includes features like leather seats or a better radio.
- The most basic version of an online application or resource is offered without charge, but accessing premium, desirable capabilities requires paying a fee.
When you can use upselling
Although most of us are aware of pre-sale upselling, chances for upselling exist throughout the customer lifecycle.
- Upsell before the original sale. Use comparison charts on product pages for cheaper or more basic items to suggest more expensive or superior alternatives.
- Upsell during the checkout. While the shopping cart or checkout page of a consumer is a great area for cross-selling similar products, it may also be a useful tool for upselling.
- Post-purchase upsell. Customers can enhance their orders through post-sale upselling. This works particularly well for software or digital assets because it is simple to add features or capabilities.
Upselling is a great way to increase the average order value for your eCommerce store and drive more sales. And understanding the upselling meaning will help you implement this sales approach much better.
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