If you’ve decided to use the technique of Cross-Store Selling, congratulations! You’re one step closer to exponentially growing your online sales.
First things first, it is vital that you clearly define the strategy that you want to implement, but we’ll work through it step by step.
You need to ask yourself how you’ll choose which products from your catalogue you’ll sell in your partners’ online stores, or which brands you’ll partner up with to motivate more sales.
How do you select the products to sell in the online stores of your partners?
The first thing you should do is get to know your customers, or the audience you want to address, very well. How can you expect to know what products can complement your customers’ purchases, if you don’t know their tastes?
Many Cross-Selling strategies end up failing because the suggested products don’t complement the user’s purchase – they end up doubting themselves and abandoning their basket without buying what they originally searched for.
To avoid these errors, analyze in detail the real problems that your actual and potential customers have. Get to know their habits using the information you have about their previous purchases (if they’re already your customers), or gather information about what they’ve looked at in your online store.
Tips to understand which complementary products to offer
What are the characteristics of complementary products that work?
- Affordable. The complementary products that you suggest to your customers will have a similar or lower price than the product they have included in their basket. To avoid them hesitating about their initial purchase, always approach it as a little extra that you want to give to enhance their shopping experience.
- Similar. The key to growing sales with Cross-Store Selling is having the suggested products fit naturally in amongst the rest of their basket. Remember to maintain the qualities and product line that your customer originally added to their basket.
- Unique. Exclusive products that your customers have not found on other sites will make the desire to buy much greater. It’s the alternative to offering products directly related to their purchase, which is also very effective.
- Delivery. So that the delivery costs aren’t a barrier to the sale of the complementary products, it’s a good idea to adapt these costs so that they don’t skyrocket. Many brands choose to complement Cross-Store Selling with a free delivery strategy.
How do you choose your partners?
- Look for brands that share your values and objectives
- Partner with brands that look to solve the real problems of their customers
- Choose brands that have a target audience similar to yours