Updated
Cross-selling and upselling are sales techniques that increase the value of an order without needing new customers.
The difference
- Cross-selling: offering a matching add-on, such as a case for a phone.
- Upselling: offering a better or bigger version, such as the phone with more storage.
Where to use them online
- On the product page: frequently bought together.
- In the basket: small extras up to the free delivery threshold.
- After purchase by email: accessories or refills.
- In B2B: a higher tier or an extra service on top of an existing contract.
How to offer extras without being pushy
The offer must genuinely fit the purchase, cost clearly less than the main product and must not slow down checkout. A few relevant suggestions work better than long lists.
How to measure the results
Track average order value, the share of orders with an add-on and customer lifetime value. A higher order value also improves the ROAS of your campaigns.
Digitalman can help
Run an online store and want more orders?
We set up Google Shopping, Performance Max, your product feed and Meta ads so you see orders and ROAS, not just clicks. The first 60 minutes of consultation are free.