Cross selling is something that that almost every company wants to do. It can be difficult depending on the product range, such as cars or easier products like TV packages.
The main thing to note about cross-selling is that we need to get the customers attention with a product they want to buy. Then once we have their attention, we can show them multiple options of varying difference.
Lets look at two...or one brand that does it well, Virgin. Or Virgin Media and Virgin Atlantic to be precise.
Virgin Media offer multiple bundles of broadband, TV, phone and mobile. The first is cheap as chips and does what most people would need as they more than likely have freeview. But for only £5 more TV is included, and another £6 on top of that and you get faster broadband and more TV.
It's easy to see how these bundles can easily be cross-sold as they're very close in price but the perception is that the value is more than the increased cost of the bundle.
Virgin Atlantic also try the same method of listing the flight seat types next to each other. Admittedly there are some pretty huge price differences between the 3 seat types. They include a video to try and persuade you showing off all the great things about each type.
Virgin Atlantic also tell the customer how many seat are left on each flight of certain types. You can see above that only 3 seats remain in Economy. Hopefully that will increase the urgency in the purchase too.
Another site that cross sells is BaseCamp. With this site however, we think it's less obvious which one they believe is the best option for most situations. Each package is more expensive and clearly states the difference. However we would suggest adding a "Our most popular" banner and maybe even more information about how a company can change between the packages as they grow.
Basically cross selling happens all over the web, but the way it's done varies. We can only guess at how well it works for each company but I guess they all would have done some testing to see which worked best for them.
More ideas around cross-selling...
Gift wrapping
Delivery thresholds
Discounted items
Free items
Insurance (although be careful about missselling, always seek advice)
Recommended accessories
