Maximize your Shopify Sales: cross-Sells, upsells, and bundles explained

Shopify Cross-sells

Cross-selling is a sales technique where you recommend complementary products to customers based on their current selections. The primary objective is to increase the total purchase amount by directing customers to additional products that enhance, complement, or can be used alongside items they're already interested in.

For instance, if a customer is buying a smartphone on Shopify, suggesting a screen protector or a phone case is a cross-sell. The idea is to make the customer's primary product more enjoyable, useful, or complete.

Cross-sells examples

Amazon: arguably the most notable example, Amazon's "Frequently Bought Together" and "Customers Who Bought This Item Also Bought" sections are classic cross-selling strategies. These sections often display complementary products, encouraging customers to add more items to their cart.

Walmart: Walmart's online store often showcases a "Customers also considered" section, suggesting similar or complementary products to the ones currently viewed. This not only promotes a broader range of products but also encourages customers to make additional purchases.

Best Buy: for electronics and appliances, Best Buy effectively uses cross-selling by suggesting related accessories or complementary products. For instance, if you're looking at a laptop, you might see recommendations for laptop bags, mice, or software.

Zalando: this European fashion e-commerce giant often suggests outfits or accessories that pair well with the item you're viewing. By presenting these items as a complete look, Zalando encourages customers to purchase an entire outfit rather than just a single piece.

Sephora: the beauty and cosmetics retailer uses cross-selling by recommending complementary beauty products based on what's in your cart or what you're currently viewing. For example, if you're looking at a foundation, Sephora might suggest a primer or setting spray to go along with it.

Best practices for cross-selling in Shopify

  • Ensure relevance: the cross-sell products must be directly related and complementary to the primary product the customer is interested in. For instance, if a customer is buying a smartphone, suggesting a phone case or screen protector is relevant.
  • Limit the number of suggestions: while it's tempting to show customers all possible complementary products, it's best to limit suggestions to avoid overwhelming them. Choose the most relevant and popular items.
  • Position cross-sells strategically: Place cross-sell items at strategic points in the customer journey. Common positions include product pages (below the main product), the cart page, or even the checkout page.
  • Use persuasive text: Instead of just displaying the product, use persuasive copy like "Complete Your Setup," "Pairs Well With," or "Customers Also Bought" to guide the customer.
  • Offer bundle discounts: encourage customers to purchase cross-sell items by offering a discount when they buy them together with the primary product.
  • Showcase high-quality images: ensure that cross-sell product images are clear and high-quality. Customers are more likely to consider them if they can see the product details.
  • Leverage customer reviews: if a complementary product has glowing reviews, highlight them. Positive feedback can be a strong motivator for customers to consider additional products.
  • Avoid overloading the checkout process: While cross-selling is effective, it's essential not to clutter the checkout process too much. You don't want to deter a customer from completing their purchase.
  • Personalize recommendations: If possible, use customer data to personalize cross-sell recommendations. For instance, if a customer often buys eco-friendly products, suggest complementary items that are also sustainable.

How to add cross-sells in Shopify

We prepared a detailed guide How to add cross-sells in Shopify.

Shopify Upsells

Upselling is a sales technique where a seller encourages a customer to purchase a more expensive version of a product, upgrade a product, or add on extra features to make a more profitable sale. The goal of upselling is to increase the average order value and improve the customer experience by helping them discover products that better meet their needs.

Types of upsells

Product upgrade: encouraging the customer to purchase a higher-end version of the product they're considering. For instance, suggesting a laptop with better specifications when a customer is viewing a basic model.

Feature add-on: recommending additional features or services that enhance the primary product. For example, offering extended warranties, premium support, or additional software packages.

Volume Upsell: encouraging the purchase of a larger quantity of the same product, often at a discounted rate. For instance, "Buy 2 and get 10% off."

Bundle upsell: offering a bundle of related products at a discounted price. For example, selling a camera along with a memory card and a protective case as a package deal.

Exclusive or limited edition upsell: promoting a more exclusive version of a product, like a limited edition or a version with unique features or designs.

Best practices for upselling

  • Ensure relevance: the upsell offer should be directly related and relevant to the product the customer is already interested in.
  • Provide value to your customers. upselling should be about helping your customers get the most out of their purchase, not just about making a more profitable sale. Make sure that the products and upgrades you are recommending are actually beneficial to your customers.
  • Be transparent: always be clear about the features, benefits, and costs associated with the upsell. Avoid hidden charges or misleading information.
  • Limit upsell options: while it's tempting to offer multiple upsell options, it's best to limit them to avoid overwhelming the customer. Focus on the most relevant and valuable upsells.
  • Use social proof: showcase reviews or testimonials from customers who chose the upsell option. Positive feedback can reinforce the value proposition.
  • Offer incentives: consider offering limited-time discounts, free shipping, or bonus items to make the upsell more attractive.
  • Test and refine: regularly analyze the performance of your upsell strategies. Use A/B testing to determine which upsell offers resonate most with your audience.
  • Upsell at the right time: timing is crucial. The best moments are often on the product page (before adding to cart) or during the checkout process.

Shopify downsells

Downselling is a sales strategy where, after a customer declines an initial offer, they are presented with a lower-priced alternative or a simpler version of the product. The primary objective of downselling is to salvage a potential sale by offering an option that might be more aligned with the customer's budget or needs.

Types of downsells

Simpler version: offering a product with fewer features or functionalities than the original one. For instance, a basic version of software instead of the premium version.

Smaller quantity or size: if a customer is hesitant about a bulk purchase or a larger size, offer them a smaller quantity or size as a downsell.

Older model: for products like electronics, if a customer is hesitant about the latest model due to its price, an older model can be offered as a downsell.

Trial or lite versions: offering a trial version or a lite version of a service or product, which can be a stepping stone to a future upsell.

Alternative product: presenting a different product that's cheaper but still meets some of the customer's primary needs.

Best practices for downsells

  • Only downsell when necessary. Don't downsell every customer, as this could make them feel like they're not getting the best possible product. Instead, only downsell customers who are hesitant to purchase the more expensive product or who have asked about a less expensive option.
  • Be honest and transparent. Don't mislead customers about the benefits of the downsell product. Be clear about the differences between the two products and which one is best for the customer's needs.
  • Offer a valuable downsell product. The downsell product should still be of high quality and meet the customer's basic needs. Don't offer a downsell product that is so cheap or low-quality that the customer will be disappointed.
  • Make it easy for customers to choose the right product. If you're offering a downsell product, make sure it's easy for customers to compare the two products and choose the one that's right for them. You can do this by displaying a comparison table or by having a sales representative explain the differences between the two products.

Examples of downselling

  • If a customer is hesitant to purchase a high-end smartphone, you could downsell them a more affordable model with similar features.
  • If a customer is adding a gaming laptop to their cart, you could downsell them a less expensive laptop that is still suitable for gaming.
  • If a customer is booking a business class flight, you could downsell them a premium economy seat.

Shopify Bundles

Product bundling refers to the strategy of offering multiple products for sale as one combined product or package. Typically, these bundled items are sold at a reduced price compared to if they were purchased separately. This approach is designed to increase the perceived value and encourage customers to spend more by purchasing the bundled set rather than individual items.

Examples of product bundling

  • A smartphone bundle that includes a case, screen protector, and charger.
  • A laptop bundle that includes a laptop bag, mouse, and external hard drive.
  • A TV bundle that includes a soundbar and wall mount.
  • A vacation package that includes flights, accommodation, and rental car.
  • A clothing bundle that includes a shirt, pants, and shoes.

Product bundling can be used in a variety of ways, but it is most commonly used on product pages, in the shopping cart, and at checkout.

Usage of product bundling

  • Product pages: you can display product bundles on product pages to encourage customers to purchase additional items. For example, if a customer is viewing a product page for a smartphone, you could display a bundle that includes a case, screen protector, and charger.
  • Shopping cart: you can also display product bundles in the shopping cart to encourage customers to add additional items to their order. For example, if a customer has added a laptop to their cart, you could display a bundle that includes a laptop bag, mouse, and external hard drive.
  • Checkout: you can also offer product bundles at checkout. This can be a great way to increase the average order value and improve the customer experience. For example, if a customer is checking out with a new TV, you could offer them a bundle that includes a soundbar and wall mount.

Best practices for product bundling

  • Make sure your bundles are valuable. Customers should feel like they are getting a good deal when they purchase a bundle. Make sure that the discount you are offering is significant enough to make the bundle attractive.
  • Offer a variety of bundles. Not all customers will be interested in the same things. Offer a variety of bundles so that customers can choose the one that best meets their needs.
  • Promote your bundles. Make sure that customers know about the bundles that you are offering. Promote your bundles on your website, in your email marketing, and on social media.

Best bundle apps for Shopify

In the dynamic world of e-commerce, staying ahead of the curve often means leveraging innovative strategies to captivate your audience and drive sales. One such strategy that has consistently proven its mettle is product bundling. By offering a combination of products at a discounted rate, online merchants not only enhance the shopping experience but also boost their average order value. But with the vast array of bundling apps available on the Shopify App Store, how does one sift through the noise to find the perfect fit?

We've delved deep into the world of Shopify bundling apps, analyzing their features, integrations, user-friendliness, and overall performance and prepared the comprehensive guide about Best bundle apps for Shopify. We' will explore the top bundle Shopify apps, weighing their pros and cons, and providing insights into their technical functionalities. Whether you are an experienced Shopify merchant or just starting out, this article will equip you with the knowledge to make an informed decision and supercharge your sales strategy with the power of bundling.