Upselling is a persuasion technique to encourage customers to upgrade their purchase and give a bigger revenue for the business.
The focus of upselling is on customers who already made a purchase and not on new ones.
This is because there are higher probabilities of selling to an existing customer compared to new customers.
Upselling also gets easier the more buyers come back to the store. When done strategically, upselling will help merchants boost their average order value or AOV.
Post-purchase offers placed on convenient locations increases conversion rates and support buyer’s intent to complete their purchase.
The benefits of effective upselling and cross selling are almost limitless. It even offers an improved customer’s experience by giving them the right to choose the appropriate product and everything else they need to use that product.
Now we will be discussing pre-purchase vs. post-purchase upsells.
Upselling can be done before, during, and after a sale. Pre-purchase upsells happens when shoppers were showed relevant product add-ons on the product page after selecting an item and before proceeding to check out.
Pre-purchase upsells works best for small items with low risk because only a bit of information is needed about the product.
Meanwhile, post-purchase upsells will become an opportunity when you show customers another item that they can add to their order. You have to ensure that they will pursue their initial order to be able to upsell.
Post-purchase upselling is about effectively offering a customer after a successful transaction. It can also happen between checkouts, and in the thank-you for your purchase page.
The order confirmation page upsells are perfect as strategical ways to make customers realize that there are other ways to make most of their purchase.
These post-purchase upsell pages are flexible and can be inserted with discounts or small add-ons.
Remember that your main goal when designing your upselling strategies is not only about increasing sales and average order sizes.
It should also cover important considerations such as customers experience. You can’t just push random goods and products at your customers. This will only make them annoyed and confused.
Carefully monitor what could be the most sensible product offering for your customer and at which point of the buyer’s journey, you’ll be able to give the offer and result to a profitable and positive upsell experience.
Relevance is one of the most important things in upselling. If someone’s buying a product, there’s no point in recommending something that is not related at all. Instead, you have to offer something else related to what they’re looking at.
In upselling, you are actually selling the sense and the benefits of purchasing the upsell, that’s why it’s crucial that you understand the customer’s behavior and preferences to know how to make additional sale.
Free Shipping is also an effective strategy when upselling. Making them realize how much they could save by spending just a bit more will be your primary agenda.
In the end, it’s all about mind games between you and your customers. You just have to know when it is right to make the upsell offer, what products will be persuasive, and who to offer them to.