Cross selling enables you to promote additional products to buyers with the added incentive of a discount.
In this article:
- How does cross selling work?
- Why should I set up a cross sell?
- How do I set up cross selling?
- What's the difference between cross sells and upgrade discounts?
- Advanced cross sell settings
How does cross selling work?
Let’s say you have two products – “The Hound of the Baskervilles” and “A Study in Scarlet”. If a customer adds the product “The Hound of the Baskervilles” to their cart (or clicks the "Buy Now" button), then a notification will appear prompting them to add “A Study in Scarlet” to their cart with the incentive of a 25% discount for the second product.
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Why should I set up a cross sell?
It’s great for your sales! Customers are already showing interest in one of your products when they add it to their cart, so why not suggest another product they might like? They might have not even been aware that the other product was available for sale. To encourage them, they’re given a discount for the other product if they do decide to go ahead. What’s not to like?
The net result of cross selling is that the average value of the cart for your customers will be increased, since more of them are likely to add more items to their cart.
How do I set up cross selling?
Visit your Marketing page, click on the Cross Selling tab and then click on the Add Cross-Sell button to add your first cross sell.
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You’ll see two steps:
Step 1 – Select the product you’d like to be the “trigger product” for the cross sell. This is the product that, when added to the customer’s cart, will cause the cross sell offer to appear.
Step 2 – For the above trigger product, select the “promoted products” that you’d like to be associated with it. So, let’s say a customer clicks “add to cart” on your trigger product, the promoted products are those that the buyer is prompted to add to their cart with a discounted price.
What's the difference between cross sells and upgrade discounts?
Cross sells offer the discount before the customer has purchases the product, while upgrade discounts offer it after checkout has been completed.
Advanced cross sell settings
If you click the little cog icon on the "Cross Selling" page, you'll find some advanced cross sell settings.
Below we'll explain how each of these works:
1. Enable circular reference
This setting defines how Payhip will behave when you have a cross sell set up from Product A to Product B AND from Product B to Product A.
By default, our system will only apply the cross sell with the highest discount. So if you have one cross sell for 50% and one for 20%, a 50% discount will be applied to one of the products.
If you enable circular references, the the two cross sell percentages will be added together. So if you have one cross sell for 50% and one for 20%, a 70% discount will be applied to one of the products.
2. Enable prominent popup (digital and physical products only)
For regular cross sells, when the customer adds the product to their cart, they will appear at the bottom of the cart like this:
If you're worried that customers may miss this, then you can enable a setting called "prominent popup" from your cross selling page by clicking on the cog icon shown above.
You can then customize the copy for the popup, which will be the same for all cross sells:
Once you have this set up, if the customer clicks Add to Cart for a product that has a cross sell and then proceeds to checkout, the popup will appear like in the video below:
Notes about prominent popups
- Unlike regular cross sells, which show no image, the popup will automatically use the first cover image for the product. So this is an option if you want to make your cross sells more eye catching.
- Some customers may not like the popup, so it's important to monitor how conversions change before and after you enable this setting. You can do this from your Analytics page or using Google Analytics.
- Only one product will be showcased in the popup (the first one listed on the cross sells page).
- The prominent popup will only appear if the customer clicks Add to Cart followed by Checkout, as shown in the video above. If the customer clicks Buy Now on desktop, they will see the regular cross sell. If they click Buy Now on mobile, no cross sell will be shown.
- The popup will not work for buttons embedded on an external page, although the regular cross sell will still show.
To setup cross selling for course, membership, bundle and coaching products, please see this article