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Cross-selling

Cross-sell is a sales strategy where you suggest complementary products to what the customer is already buying. It increases order value and improves the customer experience by showing relevant accessory products.

What is cross-selling?

Cross-selling is about offering products that complement what the customer is already interested in or has added to their basket. Classic examples are "Want shoes? Check out our socks" or "Bought a phone? Here's a cover." This is different from upselling, which is about selling a more expensive version of the same product.

Cross-sell vs. upsell

  • Cross-sell: Sell a complementary product. The customer buys a laptop - suggest a bag and a mouse.
  • Upsell: Sell a more expensive variant. The customer is looking at 8 GB RAM - suggest 16 GB RAM.

Both strategies increase order value, but cross-selling increases the number of products while upselling increases the value per product.

Where on the shop does cross-selling work?

  • The product page: "Customers who bought this also bought..." or "Great for..." under the product description.
  • Cart: Suggest accessories before the customer goes to checkout. One of the most effective placement points.
  • Checkout: Last chance to add small items (gift wrap, extra warranty, accessories).
  • Order confirmation email: Suggest additional products after the purchase is complete.
  • Thank you page: Show relevant products after the purchase has been completed.

Best practices

  • Relevance is key: Suggestions should make sense. Irrelevant suggestions do more harm than good.
  • Limit the number: Show 2-4 suggestions - not 20. Too many options creates decision fatigue.
  • Lower price: Cross-selling products should typically cost less than the main product. A customer who buys a $800 bag is more likely to add a $200 wallet than a $1500 jacket.
  • Social proof: "Other customers also bought..." is more convincing than "We recommend..."
  • Bundles: Offer the cross-selling products as a bundle with a small discount.

Cross-selling in Shoporama

Shoporama supports cross-selling via the "Related products" feature, where you can manually select which products to display with each product. The products are displayed on the product page under the related products section. You can control the number of related products shown in the settings. For more advanced automatic cross-selling, you can integrate with recommendation services like Clerk.io, which uses AI to find the most relevant product suggestions based on customer behavior.

We know online marketing in Shoporama

We've been working with online marketing ourselves for decades. As the only shop system in the country, we have spoken multiple times at conferences such as Marketingcamp, SEOday, Shopcamp, Digital Marketing, E-commerce Manager, Ecommerce Day, Web Analytics Wednesday and many more.

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