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Maximize Your Profits with These 6 Brilliant Cross-Sell Plays
20 ideas de marketing sacadas de «Maximize Your Profits with These 6 Brilliant Cross-Sell Plays», de Perpetual Traffic. Sobre todo de oferta y precio…
- 20 ideas despiezadas
- Fuente Perpetual Traffic
- Dura 36 min
- Publicada en 2025
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Diferencia operativa entre upselling y cross-selling
Oferta y precioEl upselling consiste en vender mayor volumen o una versión superior del mismo producto base (por ejemplo, pasar de 1 unidad a un lote de 3 o 6 con descuento por volumen), mientras que el cross-selling consiste en ofrecer un producto o servicio complementario distinto que acompaña y mejora la compra original.
to do it, which is cross-selling and upselling, if you think about cross-selling, cross-selling is like the most obvious >> Would you like fries with that? >> There you go. It's the classic crossell. It's not an upsell cuz you're not selling them more. Now an upsell in that case would be would you like to superers size that? So you're saying I want more example is buying a 60-day supply >> or you're buying one bottle. Hey, you get three for 30% less and six for 42% less >> which is often in bundling but it's bundling the same product >> to get more of that initial purchase. >> Right? So that…
Escúchalo en el minuto 6:25
Oferta y precioPara que una venta cruzada (cross-sell) funcione sin generar fricción ni distraer al cliente de su intención de compra inicial, el artículo adicional debe costar menos del 50% del valor del producto principal.
draw the line. So, if it's less than 50%, always good. Makes it just that much easier. It avoids the confusion. I initial want. That's the hard part. A successful cross-ell isn't going to cause additional friction on the initial purchase.
Escúchalo en el minuto 30:13
Limitar las variantes en ofertas de cross-sell para evitar la parálisis por elección
ConversiónAl ofrecer un producto complementario en el punto de compra, se deben restringir las opciones o variantes al mínimo (ofreciendo únicamente las 1 o 2 más vendidas según el historial de la tienda) para no desviar la atención del cliente hacia decisiones secundarias que puedan frenar la compra principal.
eight different colors of brush. Don't offer seven or eight. >> No because now I have to choose which one. And then I'm thinking of like do I want a pink brush or a blue brush? But wait now I'm not even thinking about the foundation anymore and thinking about oh I want my foundation with a brush. I just you're confusing the customer so you've lost the cross cell when you do offer that crossell limit the options and in most cases it's all look in your Shopify store which is the most popular like there's probably going to be one or two colors that are the most popular and then also look at how
Escúchalo en el minuto 23:17
Aislar el NAOV frente al AOV combinado para ganar competitividad en captación de pago
Medición y experimentosMedir el ticket promedio exclusivo de clientes nuevos (NAOV) en lugar del AOV combinado permite conocer la rentabilidad real del primer pedido. Aumentar el NAOV habilita a la empresa a tolerar un costo por adquisición objetivo (tCPA/eNCAC) más alto, lo que permite realizar ofertas más agresivas y competitivas en las subastas publicitarias sin depender obligatoriamente de la recompra para no perder dinero.
>> N AOV. AOV is your average order value of your returning and your new visitors, like once you get that new customer to buy at a certain price or a certain CAC cost to acquire a customer that makes like once they buy, how much are they actually buying? Are you making money? Are you profitable on the first sale? you don't understand the level of profitability or lack thereof, you have to then double down on your second, third, and fourth time purchases to ensure that you compensate back for that initial customer acquisition with their average because everyone's like, "Oh my gosh, my TCPA, I…
Escúchalo en el minuto 1:39
Oferta y precioUn cross-sell efectivo debe ser una extensión natural que mejore el resultado del producto principal (como una brocha para una base de maquillaje o una crema para el contorno de ojos junto a un sérum). Si se ofrece un producto sustituto o que compite por la misma necesidad, se genera fricción y duda, poniendo en riesgo la venta inicial.
the principle behind this is that items that are naturally used in conjunction products. This makes the add-on feel like it's sort of a natural extension of what you're already getting. It's enhancing the current experience. So, to that adds more value. Because remember, one of the biggest parts to this is that you're not only trying to increase your average order value, >> Mindful that you can't you don't want to deter from the initial sale. So, I think that's where a lot of people will do cross-selling wrong where it's like, also try this blemish serum because now you're competing and when…
Escúchalo en el minuto 20:55
Comenzar pruebas de venta cruzada aplicando la regla del 80/20 sobre el catálogo
Medición y experimentosPara optimizar ventas cruzadas sin complejidad excesiva, se deben identificar y priorizar en Shopify/plataforma el 20% de los productos que generan el 80% de los ingresos y concentrar en ellos las primeras pruebas A/B de ofertas adicionales.
test this. You should always have a test going especially pick your top one or two products to figure it out. Just force rank them inside Shopify. Where are you getting 80% of your revenue from 20% of your products? Start with those. It might be one, two, or three. We Unbounce. Don't get too complex here. Just start with one, but test test and
Escúchalo en el minuto 33:28
Oferta y precioEn lugar de esperar entre cuatro y cinco meses a recuperar el costo de adquisición de clientes (CAC) a través de recompras o programas de continuidad basados en el LTV, se debe optimizar el valor medio del pedido inicial (NAOV) mediante venta cruzada y upselling para lograr rentabilidad inmediata o un retorno más rápido del gasto publicitario.
lifetime value their LTV which we're not talk about NaOV is about $600. So if they acquire that customer for 200, they know because they know their numbers, they're going to be profitable on the lifetime value of the client, but they also want to know like what that NAOV is. And one of our pushes with them right now is to enhance NaOV. Like don't wait the four to five months to make that money back. if you can enhance your NAOV with some of the strategies that today. There's actually two different to do it, which is cross-selling and upselling,
Escúchalo en el minuto 5:29
Fijar el precio de productos de venta cruzada entre un 40% y 50% por debajo del producto principal
Oferta y precioPara maximizar la conversión en ofertas de venta cruzada (cross-sell) y aumentar el ticket medio sin fricción, el producto complementario debe costar entre un 40% y 50% menos que el producto ancla principal. Ofrecer un complemento más caro o de precio similar obliga al comprador a evaluar una segunda compra importante, mientras que un precio sensiblemente menor facilita una decisión de compra impulsiva y lógica.
cases is that number three is you got to price it appropriately. So in most cases, the rule of thumb here with cross cells is try and make it anywhere between 40 to 50% less than the main product if you can. You're saying find a complimentary product with the filter of it not being significantly a crazy different price. You've already anchored your product price from the initial product that they want. So, if they're coming for a shampoo, if the shampoo is $40 and you're offering a $60 conditioner, oh my god, you now have to convince them why that conditioner. But if you have a complimentary…
Escúchalo en el minuto 27:13
Oferta y precioMaximizar la venta cruzada de paquetes, complementos y servicios antes de que el cliente reciba el servicio principal permite capturar la mayor parte del beneficio por adelantado y reduce la fricción psicológica de gasto in situ, ya que el cliente percibe el dinero pagado previamente como un costo amortizado o 'nuevo dinero' disponible.
it where it's like how can you capture the entire customer's experience and get them to spend as much money before they actually arrive in park. That's like the money as they do because they collect as much money as possible before you physically step foot. >> Because then it's like new money. You've already spent it, right? So it's like oh the 10 to $20,000 on that vacation, you don't count what's already been spent because that car has been paid. It's is like get them to buy maximize that's like almost inc like incredibly high amount of profit before you even set foot on the place before…
Escúchalo en el minuto 10:22
Diferencia operativa entre venta cruzada (cross-sell) y venta adicional (upsell)
Oferta y precioEl cross-sell consiste en sugerir un producto complementario e independiente a la compra principal (por ejemplo, papas fritas con una hamburguesa o calcetines con zapatos), mientras que el upsell modifica o mejora el producto ya elegido para incrementar su valor (por ejemplo, convertir una bebida en doble o cambiar a un ingrediente premium).
crossell. You buy new shoes, hey, do you want socks, too? Like, hey, those are >> which the hamburger might be the fries and the upsell could be like upgrading to a pretzel bun because you're modifying the existing order to increase or like a double like making it a double
Escúchalo en el minuto 15:05
Oferta y precioAumentar el valor promedio del pedido (AOV / NAOV) expande directamente el margen disponible para pagar un costo de adquisición de clientes (CAC) más alto, otorgando una ventaja competitiva en canales de tráfico de pago.
talking about like how to increase your NAOV. And ultimately, if you can increase your NAOV, it's one component of you being able to pay more and being willing to pay more to acquire a customer and that affects your ENAC. So,
Escúchalo en el minuto 34:14
Diferenciar el momento de oferta: cross-sell en el carrito y upsell post-compra
ConversiónEl momento ideal para una venta cruzada de complementos es justo cuando el cliente añade al carrito o se compromete con la compra principal, mientras que las ofertas de mejora de cantidad o nivel (upsells) deben presentarse preferiblemente tras completar la compra para evitar sabotear el cierre inicial.
number four is time it right. So, the best time to do this is time it as the customer has already committed to the And the best place to do this is on an e-commerce site. Once a customer clicks you got to time it effectively. So upsells oftentimes are done after the purchase is made, like once you have of it. And that's usually the timing of that is not on the add to cart stage.
Escúchalo en el minuto 30:38
Aumentar el ticket inicial amplía la tolerancia al costo de adquisición
Oferta y precioOptimizar el valor medio del pedido (AOV) en el momento de la primera transacción genera margen inmediato en el punto de venta, permitiendo pagar un costo de adquisición (CAC) más elevado para captar clientes frente a competidores con menor rentabilidad inicial.
this helps to increase NaOV. the the biggest thing average order value and it also increases your profit margins also increase your ENCAC and this is one the bank example. It costs more money to acquire a new customer. So the more money you can get from them, the more profitable you can >> more profitable you are on that transaction. Like we're taking LTV out >> when you increase your NAOV, you're allowed to then potentially increase your ENCAC, which is mean you're willing to pay more for that new customer. And who said it first, but the person who's willing to pay more for a new customer is…
Escúchalo en el minuto 17:25
Investigación de mercado y clienteEl enfoque de marketing y oferta debe cambiar según la composición de la audiencia: para clientes nuevos se deben vender paquetes basados en conveniencia, confort y simplificación de la experiencia; para clientes recurrentes la venta debe apelar a la nostalgia, tradición y recreación de recuerdos previos.
>> All that to say is they get you on your NAOV because at Disney World 50% at same but like 50% of attendees at Disney World are new. 50% are return at Disneyland 80% are returning. Their annual passholders are in the drive-in market. 20% are new. So it's a very when you're going after the new folks the marketing is way different. The old folks that are returning, they're trying to recreate the memories they had as a child. So, they're taking the picture in >> Right. Whereas the new folks, they're new to the experience. So, it's like how do you get them to buy food and package plans and…
Escúchalo en el minuto 13:58
Impacto de la venta cruzada de alto margen en el beneficio total
Medición y experimentosEntre el 15% y el 40% de los beneficios anuales de compañías como McDonald's proviene de la venta cruzada de complementos de bajísimo costo de producto (COGS) y alto margen; por ello, un negocio saludable debería aspirar a que al menos el 15% de sus ingresos provenga de productos o servicios complementarios agregados a la compra inicial.
numbers on this. It's about 15 to 40%. forth, 15 to 40% of McDonald's annual profits come from cross zone. 15 to 40%. Because the cost to make fries, like fries are basically like it's like literally pennies a serving and they're selling it for whatever get. So it's almost pure profit like if you look at cost of goods sold to take >> right? Does at least 15% of your revenue come from an additional product? >> And if not, that's screaming opportunity to model the franchise of McDonald's.
Escúchalo en el minuto 7:53
La personalización y relevancia optimizan el valor del pedido en nuevos clientes (NAOV)
ConversiónMejorar la experiencia de compra mediante ofertas relevantes y personalizadas aumenta el valor medio del pedido (AOV) y en especial el de nuevos compradores (NAOV), sentando las bases para convertir primeras visitas en clientes recurrentes.
relevance and personalization to enhance the customer's experience. And when you do that, you increase your NAOV. Well, you'll increase your AOV for sure, but especially on that NAOV when you have someone's first time visit to your store, become a lifetime customer.
Escúchalo en el minuto 35:09
ConversiónAl presentar ofertas adicionales o servicios cruzados, se debe limitar la propuesta a una sola opción directamente complementaria a la intención inicial del cliente. Abrir el abanico a múltiples alternativas dispersa la atención del usuario y perjudica la conversión.
but you got to limit the options. Don't offer like for well like what else do you want? >> Yeah. Like, oh, let's tell you about SEO. Let's distract you from what you're actually trying to do, right? No. No. >> Let's oh, we also do email and then we also do this. It's like no, pick one thing. back to that, so number one was identify complimentary product. Number two is limit your options. Like be super clear on what makes the most sense. And you're
Escúchalo en el minuto 25:29
ConversiónAl presentar ofertas adicionales o servicios cruzados, se debe limitar la propuesta a una sola opción directamente complementaria a la intención inicial del cliente. Abrir el abanico a múltiples alternativas dispersa la atención del usuario y perjudica la conversión.
but you got to limit the options. Don't offer like for well like what else do you want? >> Yeah. Like, oh, let's tell you about SEO. Let's distract you from what you're actually trying to do, right? No. No. >> Let's oh, we also do email and then we also do this. It's like no, pick one thing. back to that, so number one was identify complimentary product. Number two is limit your options. Like be super clear on what makes the most sense. And you're
Escúchalo en el minuto 25:29
Referencia de adquisición y margen en producto directo al consumidor
Medición y experimentosEn un caso de producto directo al consumidor (guantes especializados), se registra un costo efectivo de adquisición de cliente (eCAC) de 15 USD para un artículo de 120 USD con 90% de margen bruto.
say your ENAC is like we have a client we're $15 ENCAC on a1 $120 item which has a 90% gross margin. Do It's like a glove manufacturer. It's
Escúchalo en el minuto 17:51
Gasto promedio de una familia de cuatro en un paquete vacacional de Disney
Oferta y precioUna familia promedio de cuatro personas gasta al menos $10,000 USD en un paquete vacacional de 7 días en Disney (incluyendo entradas, alojamiento y comidas).
you think about it the average family of four is spending at least $10,000 for a 7-day vacation, right? And that's directly to Disney's bottom line, which is park tickets, hotel accommodations, food, and all that stuff.
Escúchalo en el minuto 11:41
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