Friday, January 29, 2010

Online Cross-Selling Techniques



Same product with promotion: This Cross Selling type works most excellent when used in re-marketing to individuals who abandoned your web site. Try using it in emails you send to product abandoners.

Similar product: This Cross Selling type works finest in email re-marketing efforts, and on product detail pages. For example, if someone views a v-neck red wool sweater, try offering them a turtle-neck red wool sweater.

Competing product: This Cross Selling type works most excellent on product detail pages. For instance, if someone views a brand name product, try offering them the same product in a different brand.

Complementary item: This Cross Selling techniques works best in the shopping cart and order status pages, and in the call center. For example, if someone views a High Definition TV, try offering them a DVD player with 1080 up-conversion.

Accessory item: Like complementary items, accessories work greatest in the shopping cart and order status pages, and in the call center. For example, if someone views an inflatable raft, try offering them an air pump.

Discovery product: Discovery products work best on product detail pages. Discovery items are non-intuitive, data-driven offers. For example, visitors viewing the latest, trendiest items might also purchase other trendy products, even if they are unrelated to the other trendy item.


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