The term “Up-Selling” is used to define a sales technique that consists of encouraging the customer to purchase a larger quantity of a product or to purchase products similar to the one viewed, but with a higher price.
The up-selling technique, along to that of Cross-Selling, are shown to be particularly useful for increasing, in eCommerce, the value of the average receipt.
It is evident how, in order to implement aneffective up-selling strategy, it is essential to know your customer well, being able to intercept their needs and desires.
The proposal of a product/service at a higher price, or the invitation to purchase a larger quantity, must be consistent with the customer’s expectations, because, only in this way, will they be able to perceive its value.
It may be interesting, in this case, to also strengthen one’s proposal through reviews or otherwise resort to persuasive arguments that motivate it.
Up-selling strategies
Some of the most commonly used up-selling strategies include free shipping when certain spending thresholds are reached, rather than the use of gifts and rewards.
Effective up-selling strategies can be deployed in eCommerce thanks to the contribution of marketing automation and high-performance technological solutions such as CDPs or CRM software that, in addition to advanced profiling and audience segmentation activities, allow users to personalise their browsing and purchasing experience thanks to the features of product recommendations.
