What is Upselling? And 11 Proven Methods to Increase Your Sales

Companies engaged in eCommerce face high expenses to acquire new customers because the market is intensely competitive. Keeping current customers is less expensive compared to acquiring new ones. Upselling helps businesses reduce expenses. It enables businesses to boost purchase value satisfactorily for customers, which results in providing great online shopping experiences to the customers.

This blog aims to educate you on upselling, provide an in-depth view of the differences between upselling and cross-selling, and teach you methods to upsell products through the Shiprocket platform. Shiprocket highlights the value of repeat customers, who can spend 67% more than new customers and contribute significantly to revenue. 

What is Upselling

Upselling involves using your sales expertise to engage customers in buying a product of higher value or a better version. It focuses on guiding customers towards purchasing better quality items rather than forcing them towards a certain product.

For instance, you could suggest that customers go for a better skincare line rather than a basic skincare product by highlighting the benefits of doing so.

When done correctly, upselling is more than a business transaction; it can create long-lasting relationships with customers. Effective upselling helps businesses align their products closer to the customer’s needs.

What is the Difference Between Cross Selling and Upselling

Upselling means convincing customers to spend additional money for the model on the higher end instead of what they were already planning to spend. It’s like having a chance to upgrade the same product to a better version.

Conversely, cross-selling is when you recommend extra products that complement the original purchase. For instance, if you’re buying a phone, you may be shown a screen protector or wireless earbuds.

 It is simple to remember it like this:

•  Upselling means upgrading to a better version
•  Cross-selling means getting an additional item

However, both strategies can drive revenue as both have the potential to enhance the customer experience. Timing, relevance, and presentation make a huge difference.

Though upselling and cross-selling sound similar, there is a different intent behind each one:

Feature	Upselling	Cross-Selling
Focus	Pitching a higher or premium-priced version	Pitching a related or similar product
Example	Step up from a 128GB phone to a 256GB phone	Provide a phone case or earbuds or extended warranty
Goal	Increase your margin on the same product	Expand cart size with like products

11 Upselling techniques to Boost Sales

Rather than concentrating solely on bringing in new business, upselling is an opportunity to offer customers something more valuable or related offers which interest them. Here are a few ways to upsell products without seeming pushy:

1. Bundle Related Products Together

People are attracted to offers that save time and money. Combining things that are used together regularly, such as a phone and a screen protector, attracts customers. Such offers encourage customers to purchase more.

For instance: Buy this desk and get a discount of 20% on your preferred chair.

 2. Market your products in editions: basic, standard, and premium

Offer a variety of products at different prices for people to select from. Use comparisons to make your point. Highlight the additional benefits and features in more expensive versions. This increases the likelihood of customers ordering high-end products.

For example, label your products as “Most Popular” or “Best Valued” to make it easy for your customers to recommend the better versions.

3. Use Personalized Product Recommendations

If your product recommendations match customers’ interests, they are more likely to buy them. Use customer browsing patterns, past purchases, and cart contents to suggest products that complement customers’ choices.

For example, you can provide product recommendations like: “If you like this wireless speaker, you’d probably love this waterproof version, too.”

4. Show “Frequently Bought Together” Items

This method is best for eCommerce platforms. Providing “Frequently Bought Together” options increases customer confidence in your recommendations and encourages them to add more to their cart.

5. Highlight Discounts on Add-ons

Let the customers know that you’re selling an improved item or an additional item at a special price. If the purchase appears to be a good deal, the customer is more likely to opt for an upsell.

For example, you can make offers like they can upgrade at a 15% discount.

6. Create Limited-Time Offers

The limited time makes customers make decisions more quickly. Limited-time offers on an upsell can increase the decision to upsell.

For example, make offers like: “Get faster shipping for only Rs 30. Offer valid till the end of the day!”

7. Train Staff to Upsell Gently and Helpfully

Gentle and polite staff recommendations can make upsell offers more effective in shops or real-time chats.

For example, use a CTA like “This matches your order nicely. Would you like to see it?” rather than asking “Do you want this too?”

8. Use Social Proof for Popular Products

The upgrades or products that the customers most praise can be used by labelling them as “Best Seller” or “Customer Favourite”. Using social proofs helps reassure the customer and often leads them to prefer those options.

9. Encourage Bigger Purchases with Rewards

Providing loyalty rewards, discounts, or free gifts may make the customers spend more. For example, offers like “Buy for Rs. 1999 and get a discount of Rs. 500 on your next purchase” compel customers to make the purchase.

10. Offer Free Shipping Thresholds

Customers tend to add more products to get free shipping. Take advantage of this by setting a minimum purchase rate for free shipping.

For example, offers like “Get shipping on orders over Rs. 200” compel customers to add more products to the cart to save on shipping expenses.

11. Keep Improving Your Upsell Offers

Find new methods to upsell with exciting offers and promotions, and try several locations to find out what converts best.

Note: Upselling while checking out is the most convenient way. Following up with emails after the purchase is also an ideal way to upsell.

One major strategy is to remain consistent. Suggesting helpful upsell alternatives to your customers enhances their probability of repeating the opportunities.

How Shiprocket Checkout can help to Automate and Optimise Upselling

Shiprocket Checkout helps increase optimisation and automation of the upsell options on your setup. We help eCommerce sellers integrate product upgrades into the checkout process. We provide updates on relevant product upgrades or bundle recommendations from instant purchase history analytics and analysis of what the customers add to the cart.

Here’s how we help you:

●  Next-Gen Product Recommendations: Smart product recommendations based on users’ data and cart content.

●  One-Click Add-ons: Upgrade or add products to your cart without leaving it.

●  A/B Testing: Work out what is best for your audience.

●  Increases AOV and Conversions: Through a frictionless checkout experience.

●  Data Driven Personalization: Offers customisations according to purchase patterns.

One of the strategies that should be followed is consistency. The more helpful upsell opportunities are presented to the customers, the more regular they become. This reliability can change consumer behaviour and incline them or convince them to spend additional money for an upgraded item over time.

We help generate sales while enhancing your business analytics. By understanding which upsells are accepted or ignored, you can better understand your customers’ intent and make your strategic plans accordingly. This addition of real-time learning transforms the sales approach and guarantees that you will always be aligned with market demands.

We also make the upselling process smooth and user-friendly on mobile devices. This is crucial since mobile commerce continues to drive traction, and any issues during the checkout process increase the chances of cart abandonment.

Conclusion

Upselling is not solely designed to sell more expensive products. It should help improve the customer journey while offering better value. When applied ethically and intelligently, upselling can build trust, grow revenues, and leave customers more satisfied.

The art of upselling is not about making more money off your customers; it’s about providing them with better, more beneficial solutions. A successful upsell is a service, not a sales pitch. It also contributes to driving higher revenue for your business.

Customer engagement plays a big role here, too. Sending personalized thank-you emails, loyalty points, or even feedback surveys on upsold products provides timely follow-up engagement.

Each checkout is an opportunity to express how relevant and valuable your brand is. Combine these 11 ways and automate them with solutions like Shiprocket Checkout, and you can turn every single sale into a channel to grow your business.

Upsell smartly with Shiprocket Checkout!