For eCommerce merchants the ability to cross-sell and upsell and show related products is essential.
Cross-selling is when a company persuades a customer to buy additional items based on the customer’s initial purchase, whereas upselling increases a purchase amount by persuading a customer to buy an upgraded version of the initial product.
Cross-selling and upselling are two great ways to add additional revenue to each customer journey and conversion. Below are some great tactics for how to leverage these out-of-the-box features on your Adobe Commerce powered by Magento site.
The main difference between a cross-sell and an upsell is how the products relate to the one the customer is viewing. Cross-sell items are complementary or supplementary to the product your customer is looking at, they are often impulse buys, which is why they are placed on both the product pages and the check-out page.
An example of a cross-sell could be a “Shop the Look” section on a clothing retailer's page. This feature takes into account the original product a customer is looking at and attempts to try and have the customer add additional related items to their cart.
Up-sell items are meant to replace the item that the customer is viewing. These are goods or services of a higher caliber or quality, and usually, a higher price point. This could be the same computer model, but with larger storage capabilities, or if you are like our client, Huffy, you may offer an electric bike option when a customer is viewing a traditional bike. The goal is to show them the higher quality comparable item to try and get them to spend more.
Related products are similar to up-sells in that they are meant to replace the item they are currently viewing, but they aren’t necessarily a more expensive option. Related products are often recommendations designed to further convince your customer to make a purchase from your store even if it’s not the original item they shopped for. Shoppers have only a 2% conversion rate so related products help push that probability higher by offering additional options of products that may be of interest to the shopper, in case the original item doesn't fit their needs.
By showing complementary or comparable goods to a site visitor you are increasing your chances of customer conversion and increasing the possibility of a higher order value for each transaction.
Cross-selling, upselling, and related products also grant you the opportunity to build trust with your customers. Showing them another product, especially one they may not know they need, shows your customers that you are invested in their needs and in finding a complete solution for them.
Through your customer journey, you can also gain valuable insights into customers’ behavior and the movement they make when on your site. This, in turn, will help you create an improved user experience and deepen the personalization within your site.
Setting up cross-sells and upsells can be completed in the Admin Panel.
Once you have saved the list, you can navigate to the product page for the item and see the related items.
Check out the Adobe site for more detailed instructions!
In addition to the OOB cross-sell and up-sell functionalities that Magento offers there are a plethora of extension options that can be leveraged by merchants to improve and build upon the base functionality within Magento.
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