Published on January 20, 2012 Increase checkout spend with upselling and cross-selling features
Getting customers to add products to their cart and go through checkout as quickly and easily as possible is the ultimate goal of a shopping cart website. But are you getting customers to buy as much as they can?
Next time you get your shopping trolley and go through the checkout at your local supermarket, have a look at what’s on the edge of the aisles – dollar deals, 2 for one deals, special deals, promotions and clearance stock. These are all strategically placed to get you to buy more than what’s on your shopping list. There is no reason that your shopping cart can’t work as hard as the supermarkets do to increase spend as well as making it easy to spend.
Customers who bought also bought..
Products that are related are often purchased together, and if the products in your store are well targeted at your customers, then customers will benefit from seeing what products other (similar) customers to them are buying. If you have related products in your website in the same category, then if customers see what others have bought then they might be more likely to put them in the cart and purchase them.
With the ability to add products to cart without refreshing the page, customers can see other related products underneath the product page they are on, and potentially put them in the shopping cart as well. This increases their potential spend per shopping transaction.
Cross Selling
While it’s easy to rely on “customers who bought also bought” to encourage customers to put related products into their cart, this doesn’t necessarily give you as much control you would like as a business owner. That’s because the products that customers buy together might not be related or may be encouraging some products in your catalogue to move at the expense of others. To put higher margin products in front of customers, you can use the cross selling feature of Ozcart. This allows you to put specific products on the product page of other products. For example, ski boots and snow sunglasses, standard and premium products, engagement rings and wedding bands.
Cart Upselling
One way you can encourage customers to purchase more is to offer a promotion like “spend over $200 for free shipping”. You can advertise this with a banner (using the Advertising banner manager) which will encourage customers to spend more on checkout.
Post selling
Selling need not end when the sale goes through. Tools such as loyalty points and rewards points, and store credits can help you increase sales as well as coupon codes (that can be automatically send on registrations). These can be sent to customers manually or implementing automatic follow-up emails. What matters is to give your customers a great customer service experience and help build their trust in you. It is trust which drives repeat business – and possibly even more upselling behaviour on future orders.
Driving a higher spend of sales to your store is easier than trying to attract different and new customers to your store.
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