Upselling is a sales technique that aims to increase the average order value by recommending upgrades, more expensive products or premium ones, compared to what the customer was intending to originally purchase. Well-suited upselling strategies would ultimately increase the amount of revenue that a seller or store would receive from the customer, exposing them to more strategic products to the business.
The main objective of upselling techniques is to increase the revenue that customers will generate to the store or seller. Ultimately, increasing revenue with a single more expensive product, usually of a premium quality will likely increase profit margins to the business and generate a better experience to the end user, due to higher quality products or services.
Find below a few examples and techniques of upselling for both physical stores and ecommerce:
Whilst upselling and cross-selling essentially intend to increase the average order value, they are different by design. Upselling is all about recommending more expensive products, but always in the same category and same intent. Cross-selling, however, recommends complementary portfolios, increasing the basket size of the customer.
EICOM Institute also recommends that you take a look at this article from Salesforce and this other one from Shopify to learn more.
Feel free to send your contributions to improve this content or to suggest new topics.