How to leverage cross-selling and up-selling to sell software online
Posted: Thu Dec 12, 2024 10:46 am
When selling software online , it is advisable to use a series of techniques that allow us to achieve the greatest possible amount of revenue with our products or services. In businesses of this type, metrics such as average revenue per user or lifetime value are key to achieving sufficient profitability and, in this sense, one of the best ways to obtain good results is to use cross-selling and up-selling .
What do they consist of? In reality, they are two similar techniques that tend to be confused, although there are nuances that differentiate them. Cross-selling is based on offering bulgaria phone number library customer a product or service that is complementary to the one they have purchased or are going to purchase and, normally, of lower value. Surely, when you have gone to buy a Smartphone, the seller has also offered you the possibility of purchasing a case or a screen protector. What that seller is doing (the same thing happens if the purchase is online) is cross-selling .
Upselling , on the other hand, consists of offering the customer a product or service of better quality or greater performance and generally of greater value so that they buy it instead of the one they intended to buy. Therefore, it does not imply the purchase of more products, but rather a better one for the buyer and that also brings us more benefits. To make ourselves understood, this is what any hamburger chain does when it offers us to buy the large menu instead of the normal one for 2 euros more.
Both techniques, if applied well, will allow us to generate more income, but we have to be careful with them. Especially with up-selling , which is more aggressive and usually involves the buyer spending more money than they had planned to buy a product. Therefore, what we have to do is suggest to the customer that they take that product because it is better for them, but never make them feel obliged to do so. In any case, the advantage we have when selling online is that the buyer feels less pressured and has more time to choose , which increases the effectiveness of these strategies.
So how do we apply these techniques when selling software online?
Cross -selling can be used during the purchase process or once it has been completed. To display related products or services that we are interested in offering, the system is usually based on the experience of other users, although we can also configure it manually.
What do they consist of? In reality, they are two similar techniques that tend to be confused, although there are nuances that differentiate them. Cross-selling is based on offering bulgaria phone number library customer a product or service that is complementary to the one they have purchased or are going to purchase and, normally, of lower value. Surely, when you have gone to buy a Smartphone, the seller has also offered you the possibility of purchasing a case or a screen protector. What that seller is doing (the same thing happens if the purchase is online) is cross-selling .
Upselling , on the other hand, consists of offering the customer a product or service of better quality or greater performance and generally of greater value so that they buy it instead of the one they intended to buy. Therefore, it does not imply the purchase of more products, but rather a better one for the buyer and that also brings us more benefits. To make ourselves understood, this is what any hamburger chain does when it offers us to buy the large menu instead of the normal one for 2 euros more.
Both techniques, if applied well, will allow us to generate more income, but we have to be careful with them. Especially with up-selling , which is more aggressive and usually involves the buyer spending more money than they had planned to buy a product. Therefore, what we have to do is suggest to the customer that they take that product because it is better for them, but never make them feel obliged to do so. In any case, the advantage we have when selling online is that the buyer feels less pressured and has more time to choose , which increases the effectiveness of these strategies.
So how do we apply these techniques when selling software online?
Cross -selling can be used during the purchase process or once it has been completed. To display related products or services that we are interested in offering, the system is usually based on the experience of other users, although we can also configure it manually.