{"id":53,"date":"2009-06-22T13:41:12","date_gmt":"2009-06-22T13:41:12","guid":{"rendered":"http:\/\/www.eqsim.com\/blog\/?p=53"},"modified":"2010-02-23T13:41:47","modified_gmt":"2010-02-23T13:41:47","slug":"product-simulation-for-cross-selling-and-up-selling","status":"publish","type":"post","link":"http:\/\/www.eqsim.com\/blog\/product-simulation-for-cross-selling-and-up-selling\/","title":{"rendered":"Product simulation for cross-selling and up-selling"},"content":{"rendered":"

I just ran across an interesting blog post entitled \u201cMeasuring and Improving Cross-Sell and Upsell<\/a>\u201d at GetElastic.com.\u00a0 It gives fascinating numbers and insights about existing online retailers\u2019 current abilities to cross-sell and up-sell products.\u00a0 What struck me is how well product simulation covers all of the take-away messages:<\/p>\n

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  1. \u201cwe think you\u2019ll also love\u2026\u201d \u2014 by putting products in real-world situations, you can expose customers to related products they may not have considered, just like the \u201cwe think you\u2019ll also love\u2026\u201d items currently tagged onto shopping cart items.<\/li>\n
  2. Quoting Mike Svatek\u2019s webinar of effective merchandising<\/a>\u00a0on Elastic Path<\/a>, the post says cross-selling works well for \u201cconsidered purchases\u201d, the ones with higher cost and higher involvement.\u00a0 The consumer who uses simulations to evaluate products will almost certainly be ones prepared for higher involvement in the procurement process (whether in B2B or B2C) \u2014 natural candidates for cross-sales (and the consumer will likely be appreciative of the relevance of related products or services).<\/li>\n
  3. Again quoted\u00a0from Mike Svatek\u2019s webinar, the post says up-sells work best when there is \u201ca small difference in dollar value or a small nominal percentage difference \u2013 10-20% max. You need to show some incremental value for the increase in price.\u201d\u00a0 Including optional product features in the simulation is a great way to lead consumers to the complete product they need.<\/li>\n<\/ol>\n","protected":false},"excerpt":{"rendered":"

    I just ran across an interesting blog post entitled \u201cMeasuring and Improving Cross-Sell and Upsell\u201d at GetElastic.com.\u00a0 It gives fascinating numbers and insights about existing online retailers\u2019 current abilities to cross-sell and up-sell products.\u00a0 What struck me is how well product simulation covers all of the take-away messages: \u201cwe think you\u2019ll also love\u2026\u201d \u2014 by\u2026 Read More »<\/a><\/span><\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[15,14,8],"tags":[],"_links":{"self":[{"href":"http:\/\/www.eqsim.com\/blog\/wp-json\/wp\/v2\/posts\/53"}],"collection":[{"href":"http:\/\/www.eqsim.com\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/www.eqsim.com\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/www.eqsim.com\/blog\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"http:\/\/www.eqsim.com\/blog\/wp-json\/wp\/v2\/comments?post=53"}],"version-history":[{"count":2,"href":"http:\/\/www.eqsim.com\/blog\/wp-json\/wp\/v2\/posts\/53\/revisions"}],"predecessor-version":[{"id":55,"href":"http:\/\/www.eqsim.com\/blog\/wp-json\/wp\/v2\/posts\/53\/revisions\/55"}],"wp:attachment":[{"href":"http:\/\/www.eqsim.com\/blog\/wp-json\/wp\/v2\/media?parent=53"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/www.eqsim.com\/blog\/wp-json\/wp\/v2\/categories?post=53"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/www.eqsim.com\/blog\/wp-json\/wp\/v2\/tags?post=53"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}