Blog Product Pages: Should you cross-sell or up-sell?
It’s a common dilemma – what should the objective for product recommendations on your product pages be? Should it up-sell and show more expensive but similar products, or should it try to cross-sell by presenting related products?
Well, I’ll tell you.
Up-sells perform around 20 times better than cross-sells on a product page.
An up-sell is where suggested products are similar to the product in view, but more expensive – a great way for retailers to increase their revenue.
With PredictiveIntent ecommerce personalisation technology, up-sells are decided not just through price and category based rules, but by using individual visitor behavioural data to ensure the technology is up-selling the most relevant products. And it’s working!
It demonstrates that product page suggestions are as effective when using simple “people who bought this also bought” algorithms that are commonly used to determine cross-sell suggestions.
By better understanding the visitor and their unique preferences, behavioural up-sell product suggestions leads to more clicks on upsells (10 times more clicks than cross-sells), and, most importantly, result in up to 20 times more sales and revenue.
For retailers now thinking ‘how can I effectively suggest accessories if I can’t cross-sell’, think again.
How can I cross-sell more effectively?
Checkout page cross-sell suggestions receive, on average, the second highest amount of clicks after homepage product suggestions. Using “people who bought this also bought” algorithms, combined with maximum price rules and filtered by personal preferences, retailers can realise an average of 3% of revenue from effectively placed product cross-sell opportunities on the checkout page.