Suggestive Selling Power in Your Ecommerce Store

One easy and effective way to increase sales in your ecommerce store is through suggestive selling. Offline, this is the art of the up-sell that we’ve all heard a thousand times in retail. Do you want fries with that? Would you like the extended warranty? How about the carrying case, the improved headset, or the protective polish for that new paint job?

Suggestive selling-the up-sell-is rampant in retail because it works, and if you do it correctly, your shoppers will even appreciate it. Once your customers make the commitment to buy the big-ticket item, you can hit them with add-ons and additional sales. It can increase sales figures and customer loyalty.

• Recommended products are pulled automatically based on purchases from past customers
• If you’re just opening a new store then recommend products are pulled from the popular products list instead
• It can be disabled from the settings page with one click

The online masters of suggestive selling: Surely it accounts for a major percentage of their sales success as the world’s largest online retailer, with $15 billion U.S. in annual sales last year. Amazon employs suggestive selling with all their products, from toys and furniture to groceries and golf gear. It’s synonymous with their innovation and service. One of the keys to success is repetition. And what better time than when I’ve already pulled out my credit card to make payment?

There are studies that suggest: “77% of consumers report that they have made additional purchases when they have encountered personalized product recommendations online. More than half of consumers say they usually peruse those recommendations when they are offered.”

The same basic rules apply for offline and ecommerce suggestive selling technique:

• The suggestion comes after the main commitment to purchase
• It should relate to the original purchase and add value
• The additional product is less expensive
• Be cautious of the number of up-sells
• Whether it’s your employees or you’re employing an ecommerce shopping cart solution, make sure they are making the up-sell suggestion.

Source by Jeff Selin

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