Summary
Difference between upselling & cross-selling
Upselling - focuses on increasing order value and encouraging a greater purchase. Cross-selling - involves making a recommendation adjacent to the original product (a whole other purchase).
Basics
When - pre- & post-purchase. Avoid suggesting products that increase the overall order by more than 25%
A/B Test
Test upsell & cross-sell offers to optimize for best performing options
Types of upsells offers
Discount product add-on. Bulk discount. Bundle discount. Free gifts. Free samples. Subscription discount.
Types of cross-sell offers
Complementary products. Buy one get one. Additional services/warranties/gift wrapping. Loyalty program membership. One-time items with a subscription. Donations & tips