Upsell and cross-sell

Upsell and cross-sell are two ways to raise a check on a client who is already ready to buy. Upsell - sell a version that is more expensive or larger (“take an annual subscription instead of a monthly one”). Cross-sell - additionally sell related items (“a mouse for the rug”).

This is the cheapest revenue growth the business has. The client has already been paid for on acquisition, he has already decided to buy - adding another product to the check costs almost zero. Therefore, upsell and cross-sell hit the average bill and unit economy more than a new advertising campaign.

The line that is important not to cross is relevance. The upsell should logically continue the purchase, and not look like a “sale.” The client perceives a good cross-sell as concern (“they suggested what else is needed”), a bad one – as a scam, and this affects repeat sales.