Cross-selling is the process of selling a different product or service to a customer to increase the value of a sale. For example, consider a fast-food employee asking if you want garlic bread with your pizza. This is cross-selling whereas, in case of upselling they would ask the customer if they want a bigger size of the pizza. In an agency environment, if a client hires you for social media management, then you can offer to do the email marketing for them.
5 common cross-selling methods
- Offer additional services - You can always offer additional services to the client. If a client wants you to do web development for them, then you may consider selling them a social media management service.
- Provide complimentary items - You can use bundling in order to cross-sell your products. Amazon uses this method by showing products that are frequently brought together. For example, while selling a book you can bundle 3 bestsellers together, or when in an agency you can bundle SEM and SEO service together to meet the goals of the company.
- Make data-driven suggestions - You can look at the client’s previous purchase and interaction with your website and sell additional products and services based on that data. For example, if a client has been reading blog posts related to web development on your website then you can straightaway offer them this service.
- Pitch promotions - If you have a promotion running on for any of your products or service then you can highlight it to the client. For example, if you are running a discount on your social media services, then you can contact the client to inform them about the sale.
- Educate your clients - You need to educate your clients about the benefits of your services and how they will benefit them. For example, a client might know that SEO is essential but he might not be aware of other aspects of it like content marketing or link building which may require more education. You can always send free eBooks and blog posts to make them aware of everything.