Over the past year, also thanks to the pandemic that has hit us, the online sales sector has undergone a significant increase .
If it is true that the race to digitalization had been in the air for years, these particular circumstances have certainly drastically accelerated the process.
According to a press release from NetComm, the eCommerce sector has leaped forward by 10 years in just one month.
While on the one hand we have seen clear progress, on the other hand this has brought out new challenges.
The offer of services and products has increased dramatically to keep up with the new needs of consumers. Competition has also increased and it is increasingly difficult to gain and maintain a relationship of trust with your customers . Often, in fact, they can find the same item, at a better price, with faster shipping, with a more advantageous offer, just one click away.
In addition to this, the general increase in online sales has led to another problem: the average value of the cart tends to decrease . People buy more, more frequently, but the volume of the single order is lower. If before we bought technological products such as cell phones and computers online and preferred to buy shampoo and toothpaste at the supermarket, now the trend is to buy everything online, even basic necessities. We spend less, but we spend every day.
The world of e-commerce must list of antarctica consumer email therefore face these new challenges: customer loyalty and increasing the average value of the cart .
For this purpose we can adopt upselling and cross-selling strategies .
Amazon itself has stated that sales generated by upselling and cross-selling activities constitute 35% of the turnover .
According to another study, dynamic product recommendations in e-commerce generate 10% to 30% of revenue (source: Forrester Research – Sucharita Mulpuru )
Up-selling Strategies: What They Are and Some Examples
Up-selling consists of selling a product or service with a higher added value and therefore a higher price than the one the customer has already chosen.
There are many examples of upselling, the most classic one that is cited is the one related to the supersize menu option of Mcdonald's: usually when we go to pay at the cashier the clerk suggests the extra-large drink with a small surcharge compared to the menu already chosen. If the offer is perceived as advantageous by the potential customer, in reality, it is much more advantageous for the company that manages to obtain a greater profit on the product sold.
A little tip: we recommend that you offer products that have a price 10% higher than the one already chosen, perhaps with excellent reviews , in order to further stimulate the purchase.
