Tips for Using Big Data to Optimize Upsell and Cross-Sell Strategies
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- average order value;
- conversion rates (they guide consumers to select appropriate alternatives in case they're looking at the wrong product or one that doesn't complement the product in their shopping cart);
- exposure to high-margin products;
- customer satisfaction (the recommendation of related products will enhance the product as well as the user's experience); and
- deeper awareness about the products being offered.
Upsell and Cross-Sell: Tips and Tricks
1. Suggest the obvious. Several cross-selling and upselling opportunities arise all by themselves. For instance, if you're offering tennis racquets, suggesting tennis balls, bags and other relevant accessories is natural. You can also consider mentioning a few other related products and services that you provide.
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- Companies:
- Amazon.com
Radhika Subramanian
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