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Shopping Carts Cross-selling Tactics
Posted in Internet Marketing Solutions
Ecommerce Success Checklist
Reliable web shopping cart – Check
Keyword research – Check
SEO – Check
Attractive ecommerce template – Check
Products uploaded and in stock – Check
All well and good – but what’s next?
You’ve done everything perfect so far – you’ve signed up with a website ecommerce hosting and you’ve made sure it’s a secure shopping carts at that. You done all your keyword and SEO homework, so now it’s time to modify the page marketing aspects of your store.
If you take all your cross-selling cues from Amazon, you might not get the same results as them. Amazon bases their cross-selling decisions on a LOT of constantly updated data which is processed by experts – constantly learning and constantly tuning their recommendations. A relatively large number of shopping cart merchants do not have the resources to try to replicate this. For the rest of us, it’s better to play by a few simple guidelines when it comes to cross-selling.
Below are 4 basic guidelines to assist you make the most out of your cross-selling efforts:
Keep To A Limit
The idea of cross-selling is to propose products that a customer may be interested in or may not have realized that they need. Advising too many products may irritate some customers as well as confuse others. The ideal number of recommended products should be between 3 and 5. Remember, make it easy for the customer to make a decision. Remove all other unnecessary factors that might hinder this.
Keep Them Related
Blindly acclaiming products might relay a sense of desperation or seem unprofessional. As mentioned earlier, many of these merchants are not privy to the latest information on buying trends that the big players have so it would be a risk to propose products that are unrelated. The closer the products are linked the easier it is to sell the “need to have” angle.
Product Credibility
Showing product ratings by customers and experts can go a long way towards building product credibility. People like to be assured that they are spending money on something that is worthwhile. Assurances by other people who have already purchased the product can aid here.
Provide Enough Useful Information
People research before they buy nowadays – not just to see if they can get a great bargain but also to find out if the item is best for them. Many merchants have product information in abundance but most of the information is useless. Always keep in mind that any information that you put up must be geared to assist you close a sale. The information that you present should be answers to questions you predict your customers would ask.
As an example, a customer looking for a pair of sports trainers would probably want to know the type of shoe (basketball, running, tennis), what type of gait it suits (neutral, overpronator, supinator), the weight of the shoe, and the expected mileage it gives before it is retired. Be sure to tailor your product information to cater to what you expect your potential customers will want to know.