What is Cross-sell?
What is Up-sell?
4 tips to increase up-selling and cross-selling with Inbound Marketing
1. Create qualified customers
2. Segment customers correctly
3. Create customer-specific content
4. Use the lead generation machine
What is Cross-sell?
This type of sale occurs when your technology company offers a service or product that complements what the customer has purchased. In the case of your software company, this involves offering a functionality of your software that complements what the customer has purchased.
What is Up-sell?
This sale, as the name suggests, occurs when your company offers an improvement to what the customer has purchased. For example: your customer upgrades to a higher plan than the one they were already using – an improved version.
4 tips to increase up-selling and cross-selling with Inbound Marketing
1. Create qualified customers
To increase the likelihood of up-selling and cross-selling, it is important that the work begins before the customer actually becomes a customer. It is essential to monitor their entire journey throughout the purchasing process, from when they are just visitors until they become leads and become a real business opportunity. It is through this ongoing monitoring, carried out from the very beginning, that we have the knowledge necessary to offer what they are looking for at any given time. This know-how facilitates the creation of a qualified customer base.
2. Segment customers correctly
Good segmentation, created, for example, based on customer profiles, is essential to understand the real needs of each customer at each stage of the purchasing journey. The more detailed saudi arabia companies email list and up-to-date the customer profile is, the greater the likelihood of achieving good retention/nurturing and moving them towards up-selling and/or cross-selling.
Here, in addition to CRM, marketing automation proves to be an excellent tool, as it allows you to closely monitor the customer and send them specific campaigns, adapted to their current needs.
3. Create customer-specific content
When mapping the purchasing journey, it is also important to think about specific content for existing customers . How to use or get the most out of the product/service is an example of content that simultaneously increases satisfaction with the purchase and motivates people to upgrade or complement the product/service already purchased.
Here, good segmentation is essential, in the sense of knowing the right moment to make available a type of content that promotes up-selling and/or cross-selling.
4. Use the lead generation machine
The materials produced to feed and maintain the lead generation machine can be reused for your customers, retaining and nurturing them. How? For example, if you have a blog article that presents the advantages of a management software, you can reuse it with your customers, as it is a type of content that allows them to learn more about how to use it. The more informed the customer is, the more engaged and motivated they will be to upsell and/or cross-sell.
Inbound Marketing is a tool that helps you make better use of your current customer base, reducing your customer acquisition cost (CAC). With this methodology, customer retention and nurturing becomes easier, reducing sales efforts and boosting up-selling and cross-selling. Producing and reusing content targeted at customers, according to their stage in the purchasing journey, helps increase their satisfaction with the products/services purchased and motivates them to buy more.