Merging customer data with cross-selling and up-selling tactics can accelerate revenue growth for industrial manufacturers. Customization and personalization will make your online cross-selling and up-selling strategies more effective and efficient.
The more you know about your buyers, the better you can promote products and services that meet their needs. Ultimately, a customized and personalized buyer experience speeds buyers along their journey to a completed sale.
As you likely know, cross-selling means offering your customers products and services related to a previous or current purchase. Up-selling means selling an enhanced version of the product the customer previously purchased or is about to buy. Both strategies lead to increased revenue from existing customers.
It’s easy to see how Amazon practices cross- and up-selling using recommendation engines. It may be harder to envision how you can offer customized and personalized marketing to your industrial customers.
Start by asking yourself these questions:
Be sure that the products and services you are promoting provide value to customers. Then, build in ways to make buyers aware of those related or enhanced products and services.
Tactics for customized sales include any communication that follows some buyer behavior online. Pop-ups, emails, and customized website content are common examples.
Marketing automation and customer relationship management tools make personalized and customized marketing possible.
Using personalization and customization will increase the success of your online cross-selling and up-selling strategies. Here at StratMg, we’re your partners in developing a sales-driven growth strategy. Reach out anytime.
–parin
Managing Partner
