Cross-selling is a very simple sales technique. If you’ve made a sale to a customer and you have other products they may be interested in, it’s simply selling them the additional products too.
In terms of the benefits, it is a very time and labour efficient way of selling as the customer already has the trust in you as a salesperson and a business. Most businesses know how much it costs to acquire a new customer, so cross-selling has significant cost savings. And for the customer, it can often be better to limit their dealings to as few providers as possible, so if you offer another product or service they need, it can be beneficial for them too.
Cross-selling generally refers to selling items that are related or can be integrated with the item being sold. Rather than simply trying to get as much out of the customer as possible, cross selling can be a demonstration that you understand and care about their needs, and can suggest other items that will help them.
For that reason, for the good salesperson, many cross-selling opportunities will arise naturally. Don’t, therefore, offer a lot of unrelated products since the customer will realise their needs are not being taken into consideration.
If you keep the customer’s needs in mind, you will benefit them, making them a more likely repeat customer, and maximise the potential of each sell.
Examples of cross-selling are all around us. Do the words ‘Do you want fries with that?’ sound familiar? Or what about online bookshops such as Amazon who tell you that the other people who bought that book also bought War and Peace and the autobiography of Victoria Beckham? Or perhaps you once bought some new shoes and came away with the shoe polish too. As you can see, cross-selling can serve a practical purpose for the customer too.