Use upselling, cross-selling tactics to encourage existing customers to buy more

New Ideas in MarketingEssential news for marketers, summarised by YouGov
December 15, 2021, 10:35 AM GMT+0

Instead of only focussing on attracting new customers, brands can generate more revenue from current clients.

Upselling is about convincing customers to purchase something better. For example, a customer who has purchased a mid-range item can be convinced to buy a top-of-the-line alternative. Similarly, with cross-selling brands can persuade consumers to purchase something alongside a product that has already been bought.

With upselling and cross-selling, all that brands have to do is identify associations between products. These add-ons can be suggested at the time of checkout. Existing customers are more likely to trust the brand’s recommendations.

Apart from recommendations, brands must reveal more of their personality to existing customers. Brands can use social media to post content that seems human and authentic and helps users see more of the brand’s personality.  

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