There are many tactics to increase your sales value and therefore generate higher profits. One of them is complementary sales. What is it about? Is it effective?
C.what is cross-selling?
Cross-selling, also known as complementary or cross-selling, is a technique of increasing the value of a purchase by proposing additional items to the main product. How does it look in practice? The customer buys a smartphone, and the seller in a retail store or a special algorithm in an e-store offers him headphones, a case or a foil for the screen. The key to successful cross-selling is offering ancillary products of lower value than the main product. The price of accessories seems negligible, so customers are more likely to add them to the basket.
Does complementary sales work?
Proposing complementary products translates into real profits. Cross-selling stimulates further purchases. According to statistics, almost 30% of the total sales of many online stores are recommended products. Many retailers say that specific product recommendations, in addition to the main item, are one of the main factors in the final value of a customer's purchase.
Cross-selling is an effective sales technique which, instead of imposing a purchase on customers, gently proposes it. Complementary sales increase customer lifetime value. The customer feels important because the brand cares about their needs by offering them additional products that may be useful to them.
Many consumers make decisions on an impulse. When the seller offers them a specific additional product that they themselves did not find in the store, there is a high probability that they will buy it.
Are you wondering how to apply cross-selling in your company?
We deal with complementary sales!
Cross-selling and up-selling
Cross-selling is often equated with up-selling. Although these concepts are similar, they refer to slightly different mechanisms. Complementary selling means offering additional products, while up-selling means offering more expensive substitutes in order to increase the value of a single purchase. Shops often promote products of a higher standard as "more willingly chosen by customers".
Both complementary sales and up-selling are excellent sales tactics that can easily increase the value of the transaction. A salesperson who wants to run an effective business should consider introducing both forms of selling.
