Cross-Selling

Cross-Selling is the marketing practice of suggesting complimentary products to consumers while they are buying a product in hopes that they will make additional purchases. This form of selling is prominent throughout the digital marketplace and often comes in the form of a related/suggested products page. For example, when consumers make a purchase on Aamzon.com, Amazon will present the consumer with products that are similar to the one purchased. This form of marketing can offer very profitable rewards since consumers are in a “buying mindset” when the advertisement is shown.

Why does TrackMaven think that Cross-Selling is important?

Cross-selling is a great way to earn additional revenue because it capitalizes on a consumer’s heat of the moment willingness to buy. When making a purchase, consumer’s are buying something they think will solve a problem they have. By suggesting related products to consumers that could solve other problems they have , they will be more inclined to purchase multiple products at once. Often the consumer is focusing solely on the purchase he is making. The related products page that appears after the purchase might cause the consumer to realize the utility he can receive from buying that additional product. If someone is interested in buying a corgi, they might order a book about corgis online to learn more about the breed. If there is a related products page offering a book about training corgis, the consumer will be more likely to purchase that because it would solve a future problem.