"Upsell," "cross-sell," and "related products" are Magento's XNUMX two similar but different concepts that are useful to know. Of these, XNUMX will usually appear on the product page, and XNUMX will usually appear in the shopping cart. Effective use of these XNUMX tools will help you get the most out of Magento.
Upsell products are products that you want to encourage your customers to buy, not the ones you are currently looking at. These are in the same category as what you are currently viewing, but are items such as high price, high quality, etc.
When you view a particular product page, you'll also see related products, but these are products intended to be purchased in addition to what the user is currently viewing.
Cross-selling items appear on both the product page and the shopping cart, but are similar to impulse purchases. These can be considered online equivalents to products near the grocery store checkout line.
Reasons to use upsell, cross-sell and related products
Cross-selling and up-selling are ideal for existing customers.
- According to the company, there is a 60-70% chance of selling to existing customers, but a 5-20% chance of selling to future buyers. Marketing indicators.
- Increase income
- Increase the average order value per customer
- Further expose different types of items to customers
According to a 2009 survey by Internet retailer, 35% of Amazon's sales are generated by cross-sales.
Cross-selling and related products are also beneficial to customers in that they can purchase all the supplementary products they need from a single seller.
Where to use cross-selling, up-selling, or related products
Before purchase: The product page or category page below the main product, or the sidebar.
At the time of purchase: Shopping cart, checkout, and abandoned cart emails.
After purchase: Follow-up email.
Upsell
As already briefly explained, Upsell spends more money on more expensive and feature-rich models in the product categories that potential customers are already viewing, or adds additional premium components to it. The purpose is to do. An example of an upsell would be to display some of the more expensive computer monitors on the cheaper monitor product page.
Related product
Related products are products that are intended to be purchased in addition to the products that the customer has already seen. Examples of related products are displaying a box of nails on the Hammer product page or providing a mouse and keyboard to those who purchase a desktop computer. The easier it is for customers to buy items that they are likely to need with them, the more likely they are to buy them.
Cross-selling
Cross-selling is an item that normally appears on the shopping cart page after the item has been added to the cart, but it may also appear in other situations. The purpose of cross-selling products is to instruct customers to buy products that they would otherwise have never thought of / purchased. For example, a product such as a battery or dishwashing liquid might be displayed to a customer in a clothing-filled shopping cart. These cross-selling products can be thought of as having similar functionality to products near the grocery store checkout aisle. In particular, it has nothing to do with the product the customer has already purchased, but it may be noticeable or considered worth the additional purchase.
Strategy
Here are some useful strategies for getting the most out of upsell, cross-sell, and related products.
Bundled products
Bundled products give you the opportunity to attract customers across a set of free products. Often, these product bundles are offered at a discounted price, but you can also sell items that may not have been purchased under other conditions.
Don't offer expensive add-ons
The cost of additional purchases should be directly related to the initial price of the item. The price of these add-on items is less than 25% of the initial price of the product.
The main purpose of an effective upsell is to provide customers with a reason to buy upgrades / add-ons later or not at all. There are several major benefits to motivating your customers.
Show range, but don't overload your customers
Too many choices available can be confusing. For related products, it's a good idea to choose fewer, but more appropriate, or more relevant products, rather than displaying a large number of available options. If you want to display a wide range of items, use the carousel to display them.
Display products according to relevance
The more relevant a set of product proposals, the more they need to be displayed on the main product.
Personalize your headlines
Personalized copies work better than common headings. For example, "may like you" is more attractive to prospects than "people also see". Other suggestions for headings to use:
"You may be interested too ..."
"Complete the appearance ..."
"May I make a suggestion ..."
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