Upselling and cross-selling are popular approaches to increasing average order size and total revenue. Customers, too, are amenable to such tactics because they discover products they need or will need in the near future.

The market is full of similar products, with many brands offering the same products; recommendations and cross-sell tactics can help get additional revenue from each customer.

But, first, it's essential to understand the difference between cross-sell and upsell.

An upsell is when you offer an upgrade to the existing product; you convince the purchaser to purchase a more expensive version of the same type of product. In the case of a laptop, for example, you might get a purchaser to select one with a more powerful (and more expensive) processor.

A cross-sell is when you present the customer with additional offers that are related to (but not an upgraded version of) the product they're purchasing. When buying a smartphone, for example, an earphone and protective case are logical cross-sell offers.

To make upsells and cross-sells more effective, follow these five tips.

Tip 1: Recommend accessories and upgrades


Source: Kissmetrics

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ABOUT THE AUTHOR
image of Marina Iermolaieva

Marina Iermolaieva is a marketing specialist at the international department of online marketing company Promodo, where she works on projects related to software, Web hosting, and online marketing retail.

Twitter: @mareaqua