Cross-selling is just another term for being helpful. Great products are even better in useful, rational, purpose-driven combinations. Suggesting add-ons like socks or insoles make sense for the right audience. What makes these strategies so effective is that it’s much easier to upsell to an existing customer than a new one. The probability of upselling to a new prospect is 5%-20%. The probability of selling to an existing customer is 60-70%.
Some lessons convey only by experience. After a shoe purchase, new runners may be receptive to offers for socks (got blisters!) or bras (my everyday bra just isn’t cutting it) or insoles (Eureka! That’s why my feet hurt!). Existing customers with practical experience will be more receptive to your ideas and advice. Take the opportunity to introduce & educate them on the value of the additional product(s).
