2.2 What is up-selling?

Definition: Offering up a superior version of the product your customer is considering purchasing. Upselling often employs comparison charts to market higher-end products to customers. 

How it works: There are a number of ways to make upselling work. For example, if you can show the customer that by spending a little more, they can get a product that offers a significantly better experience, this plays on the notion of 'added value'.

Case study: Apple is the expert in choosing a computer is just the first step – afterwards, shoppers are presented with lots of chances to upgrade to a better processor or larger screen, meaning Apple nets a larger order value.

Companies that excel at upselling are effective at helping customers visualize the value they will get by ordering a higher-priced item.

Trigger product will be replaced in the cart with the chosen product

Upsell vs Cross-Sell?

Upselling is the practice of encouraging customers to purchase a comparable higher-end product than the one in question, while cross-selling invites customers to buy related or complementary items. Though often used interchangeably, both offer distinct benefits and can be effective in tandem. Upselling and cross-selling are mutually beneficial when done properly, providing maximum value to customers and increasing revenue without the recurring cost of many marketing channels. The concepts are pretty easy to understand.

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