Welcome back to the next technique on boosting your sales.
And what we're going to talk about in this lecture are cross sales and upsells.
So what exactly are they.
What is a cross sell and what is an upsell?
Well, to explain this I like to use the McDonald's analogy.
So you go into McDonald's to buy a hamburger and at the point you're about to buy it, the employee
says, would you like to upgrade to a Big Mac?
That is an upsell.
You were going to buy a simple hamburger, but now you're thinking about buying a Big Mac, something
bigger, something slightly more expensive.
And then the employee says, would you like fries with that?
So that is a cross sell because it's a complimentary product.
It goes perfectly with my hamburger.
So while of course that is a very simple analogy, I really hope it helps you to understand what is
a cross sell and what is an upsell, and what is the difference between the two of them.
So in e commerce with our business, we have exactly the same concept, particularly when it comes to
cross sells products that complement each other.
So of course I'm running my dog site and somebody comes to buy a bowl from me.
I could easily offer them a dog lead, some dog clothing, or a dog training device.
All of those examples are complimentary.
All of them are cross sells.
And the reason this technique is so powerful is because at this point, the customer is ready to buy,
and therefore offering them additional complementary products is a very easy way to boost our sales.
So to demonstrate the power of this, in this lecture, I'm going to show you three different techniques.
One of them is already built into Shopify for free and the other two are apps.
Now, I'm not actually going to install the apps, but I will demonstrate them, and you're going to
see very quickly how they could transform your business.
So let's start with the one that's already built into Shopify.
And so to show you this, let me scroll down a bit here.
Select one of my products, for example the Fantastic Dog Leash, and then scroll once again down towards
the bottom where you see this.
You may also like.
And the products it suggests are essentially all cross-sells and upsells.
Now, at the moment, of course, I have very few products on my site, so essentially what it's offering
here are products in a similar collection, but the system is way more intelligent than that.
As your business develops, as you make sales, Shopify will be able to make intelligent decisions about
which products are being bought with other products, which products are complementary, which products
are the most likely cross sells, and the more sales you make and the more data they can collect, the
better and better the system is going to become at offering your customers other products that they
may also like.
Now, while I've no doubt you've already seen this, you might be thinking, well, where does this
come from?
How can I control this?
Well, for that, of course, we need to go back to admin and more specifically the theme editor.
So you can see I'm already on online store and themes.
I click on customize.
And then up here in the top where by default we're on the home page, we're going to change this to
products and then default product.
And then when I come over here and scroll down a bit, you see this part here.
Related products.
Where as you can see you have various options.
Now while of course you can change everything here, I would recommend that at least in the beginning
you leave as is because this really is a great start.
It's in the perfect position on the page.
In other words, below the product itself, you can see that you can control the number of products
to be shown.
And for me, this is the perfect number.
You don't want to have just one product on display, but you also don't want to be showing 50 because
that wouldn't make any sense.
But the only thing I would perhaps change is the title you could change.
You may also like to something a little bit more persuasive, like for example, customers also bought
or we recommend.
But of course that's entirely up to you.
So I think you can now see that Shopify has an incredible cross-sell and upsell already built in, very
powerful.
And as I said before, it's going to get more powerful over time as it learns more and more about how
your customers behave on your site.
And you could leave it at that.
But if you do want to take it a step further, then let me show you a great app.
So to do that, let me come over to the App Store where you can see I'm already on an app called Frequently
Bought Together and of course it has a fantastic rating, tons of reviews, and as ever, it's been
around for a very long time.
And you can see here with the title Bundle products and unleash the power of upselling with personalized
recommendations and discounts.
This is a great app for taking the default Shopify behavior up a level, but what do I mean by that?
What does it actually look like?
Well, to demonstrate, I'm going to show you their demo store.
So you see this here view demo store.
So if I click on this this is fantastic because here I can show you exactly how this would work.
So of course they're selling bikes.
I'm not selling bikes, I'm selling dog products.
But nevertheless the functionality is exactly the same.
You're going to understand very, very quickly how powerful this is.
So.
Scrolling down the product page.
You see this frequently bought together.
Very similar wording to.
You may also like the section that we just looked at on Shopify itself, but of course on Shopify it
was just showing the products.
But here it's taking it up a level.
It is basically making it that much easier for my customer to add these products directly into their
cart.
So if you think about the Shopify system, what I would have to do is click on each of those products,
add them into the cart, essentially navigating around the site, which not only takes more time, but
it means, potentially that the customer could add less cross sales than I would like to the cart before
heading to the checkout, but here it's all presented in front of them.
All I would have to do is check these boxes, and you can see they're already checked by default before
simply clicking on Add selected to cart where everything would be immediately added.
I think you can easily see how it takes the default Shopify behavior up to the next level.
And if we go back to the app page and scroll down a bit to look at the price, you can see that the
cost is basically $10 a month.
It really wouldn't take much.
It really would take very few additional sales to make this a very worthwhile investment.
So both this app and the default Shopify behavior are amazing at boosting our upsells, boosting our
sales before the person gets to the checkout.
But what about after the checkout?
Maybe there's also an opportunity there once they've paid.
Well, of course there is.
And it involves another app.
And that app is called reconvert.
And so if I go up to the search bar and type in reconvert, we're looking for this reconvert post-purchase
upsell.
And so this app gives us two options.
We could make the cross-sell on the checkout page itself before they pay.
Or we can make it on the thank you page after they've actually made the payment itself.
Now, for me, with the combination of what Shopify already offers us and the frequently Bought Together
app, there really is no need to use this app at the checkout because that part really has already been
covered.
But where it gets interesting is at the thank you page after the payment.
And to show you this, I'm going to once again use the option of their demo store.
So I'm going to click on View Demo Store where it brings me to their demo checkout.
And you can see the behavior up here.
In this example there's a dress.
And then here are the upsells and cross-sells where I could simply click on add to add them in.
But what I'm interested in, as I just said really is the thank you page.
So you see this here.
Skip to thank you page I'm going to click on this which of course brings me to the demo thank You page.
But just to be clear, what we're looking at here is after the customer has made the payment and it's
here, in my opinion, that the real power of this app lies because you see all the normal stuff that
you would expect on a thank you page.
So confirmation of the order itself.
But addition to that we see the cross-sells and the upsells.
So we thought you may also like these products.
And then of course various complementary products that simply by clicking on buy Now the customer can
buy immediately.
In addition to that, it has this very nice feature as well for offering a discount off the next purchase.
So you see here 10% off discount to thank you for your order.
Here is a 10% off coupon code for your next order encouraging the customer back to the store.
So even if they don't want to go for any of these upsells and cross-sells right now, this is a fantastic
way to encourage your customer back to the store in the future.
And then if we look at the pricing back on the home page, scroll down a bit while there is a free option,
all of these additional versions, including the Premium Pro, is only up to a maximum of $15 a month.
It really wouldn't take much.
Once again to make this a highly profitable investment.
So I really hope that you can now see the power of upsells and cross-sells, and how easy it is to offer
them to your customers.
And while, of course you'll use the default Shopify behavior, you might also want to consider these
two additional apps as well.