{"id":806960,"date":"2020-06-17T06:18:11","date_gmt":"2020-06-17T06:18:11","guid":{"rendered":"https:\/\/www.knowband.com\/blog\/?p=805623\/"},"modified":"2020-06-18T16:59:53","modified_gmt":"2020-06-18T07:29:53","slug":"how-to-cross-sell-and-upsell","status":"publish","type":"post","link":"https:\/\/www.knowband.com\/blog\/it\/ecommerce-blog\/how-to-cross-sell-and-upsell\/","title":{"rendered":"How to Cross-sell and Upsell?"},"content":{"rendered":"

Non \u00e8 sempre necessario chiamare a freddo o inviare la maggior parte delle e-mail per concludere un affare o aumentare le vendite. Se sai come eseguire l'upsell e il cross-sell, il tuo lavoro sar\u00e0 facile.<\/p>\n

Cross-selling e Upselling<\/a> sono strategie di marketing che ti offrono un'eccellente opportunit\u00e0 per guadagnare di pi\u00f9 o guadagnare di pi\u00f9 dai tuoi clienti esistenti. Se implementato bene, pu\u00f2 aumentare le tue vendite con un margine significativo.<\/p>\n

Research – Ricerca<\/a> afferma che acquisire un nuovo cliente \u00e8 5-25 volte pi\u00f9 impegnativo rispetto a conservandone uno esistente<\/a>. \u00c8 perch\u00e9 i clienti esistenti hanno gi\u00e0 familiarit\u00e0 con il tuo marchio. Se sono soddisfatti dei tuoi prodotti o servizi, probabilmente visiteranno di nuovo il tuo sito web in futuro e spenderanno di pi\u00f9. D'altra parte, acquisire un nuovo cliente \u00e8 impegnativo perch\u00e9 non hanno mai interagito con il tuo marchio prima e richieder\u00e0 tempo per familiarizzare. Questo \u00e8 il motivo per cui l'upselling e il cross-selling sono considerati le migliori pratiche per ottenere vendite dai clienti esistenti in quanto offrono il miglior ROI. Approfondiamo e comprendiamo le tecniche di cross-selling e upselling.<\/p>\n

Cos'\u00e8 il Cross-selling?<\/h2>\n

Il cross-selling \u00e8 una tattica per incoraggiare i clienti ad acquistare prodotti correlati insieme al prodotto principale. Ad esempio, se un cliente ha acquistato o sta acquistando un iPhone, pu\u00f2 essere consigliato di acquistare Apple Airpod insieme ad esso. Questo si adatta bene al prodotto che inizialmente era venuto a comprare, giusto? Se stanno acquistando un iPhone, vorrebbero avere Airpods per ascoltare musica che di solito costa circa 235 USD. Questa aggiunta di $ 235 al valore dell'ordine riflette il cross-selling.<\/p>\n

Cos'\u00e8 l'Upselling?<\/h2>\n

L'upselling \u00e8 la tattica di marketing per incoraggiare i clienti ad acquistare un prodotto finale di qualit\u00e0 superiore rispetto a quello che stanno acquistando principalmente. Ad esempio, quando acquisti uno strumento, di solito viene fornito con un piano di base e un piano premium; che ovviamente ha pi\u00f9 funzioni. Il piano di base \u00e8 impostato di default durante l'acquisto ma spingi i clienti a passare al piano premium per godere di maggiori vantaggi; questo \u00e8 l'upselling.<\/p>\n

Differenza tra cross-selling e up-selling<\/h2>\n

Dalle definizioni di cui sopra, possiamo concludere che il cross-selling implica spingere i clienti ad acquistare prodotti rilevanti per l'acquisto principale mentre l'upselling implica persuadere i clienti ad acquistare una versione pi\u00f9 costosa o premium del prodotto. Questa \u00e8 la differenza, ma sia l'upselling che il cross-selling hanno una somiglianza, cio\u00e8 entrambi tendono ad aumentare il valore medio dell'ordine. Gli studi suggeriscono che l'upselling \u00e8 pi\u00f9 efficace del cross-selling in quanto \u00e8 pi\u00f9 facile convincere qualcuno a passare a un piano premium piuttosto che convincerlo ad acquistare un prodotto nuovo e correlato.<\/p>\n

4 modi per cross-sell e upsell<\/h2>\n

Alcune delle migliori pratiche per il cross-sell e l'up-sell sono:<\/p>\n

1. Conosci il tuo pubblico<\/h3>\n

Potresti essere a conoscenza della personalit\u00e0 dell'acquirente, ma \u00e8 importante comprendere il tuo pubblico e conoscerlo di pi\u00f9 una volta acquistato il tuo prodotto. Analizza il loro comportamento di acquisto, utilizza le informazioni demografiche e raccogli le loro retroazione<\/a> per capire le loro motivazioni e le sfide per presentare loro i prodotti pi\u00f9 utili che potresti vendere in upsell e cross-sell.<\/p>\n

2. Sii un buon ascoltatore<\/h3>\n

Quando provi a eseguire il cross-sell o l'upselling dei tuoi prodotti o servizi ai tuoi clienti tramite chiamata, assicurati di non esagerare. I clienti scopriranno in pochi secondi che stai chiamando solo per ritirare i soldi dalle loro tasche se continui a vantarti della qualit\u00e0 dei tuoi prodotti. Sii un buon ascoltatore. Chiedi se hanno avuto una buona esperienza con il loro acquisto precedente. Non avere fretta di lanciare. Se hanno qualcosa da dire, che sia un desiderio, un suggerimento o un reclamo; ascoltalo attentamente e poi menziona come i tuoi prodotti o servizi possono essere utili per ottenere ci\u00f2 che vogliono.<\/p>\n

3. Fornire una soluzione pertinente<\/h3>\n

Devi capire che il cross-selling e l'upselling devono essere fatti nel modo giusto, solo allora sar\u00e0 utile e porter\u00e0 risultati. Fino a quando ea meno che ci\u00f2 che stai offrendo non sia utile ai clienti per il loro acquisto attuale o recente, non porter\u00e0 alcun risultato positivo. Tieni traccia della cronologia degli acquisti del cliente. Fai il loro viaggio. Quindi esamina la tua offerta di prodotti e identifica come pu\u00f2 fornire una soluzione alle sfide che i tuoi clienti dovrebbero affrontare.<\/p>\n

4. Utilizza le tattiche di remarketing<\/h3>\n

Il remarketing \u00e8 il modo migliore per automatizzare il cross-selling e l'upselling e richiede sforzi minimi. Dopo aver impostato la tua campagna di remarketing, pubblica alcuni annunci. Configura campagne di remarketing su vari social network poich\u00e9 \u00e8 l\u00ec che si trova il tuo possibile pubblico di destinazione. Attraverso il remarketing, ai clienti vengono mostrati annunci su diverse piattaforme sui prodotti che intendevano acquistare o pu\u00f2 anche essere utilizzato per visualizzare alcuni prodotti correlati che potrebbero completare il loro acquisto recente.<\/p>\n

Considerazioni finali<\/h2>\n

I siti web di e-commerce possono utilizzare l'upselling e il cross-selling per suggerire prodotti in base alla ricerca del consumatore, ai clic e alla cronologia degli acquisti. Knowband fornisce alcuni moduli che ti aiutano a incoraggiare il cross-selling e l'upselling sul tuo sito web, come Modulo prodotti correlati<\/a> ed Grazie pagina modulo<\/a>. Controlla il modulo per funzionalit\u00e0 e vantaggi completi. Spero che questo articolo ti abbia aiutato a capire il concetto di cross-selling e upselling.<\/p>\n","protected":false},"excerpt":{"rendered":"

Non \u00e8 sempre necessario chiamare a freddo o inviare la maggior parte delle e-mail per concludere un affare o aumentare le vendite. Se sai come eseguire l'upsell e il cross-sell, il tuo lavoro sar\u00e0 facile. Cross-selling e Upselling sono strategie di marketing che ti offrono un'eccellente opportunit\u00e0 per guadagnare di pi\u00f9 o guadagnare di pi\u00f9 […]<\/p>\n","protected":false},"author":26,"featured_media":805649,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_kbui_enabled":"","footnotes":""},"categories":[4],"tags":[2298],"class_list":["post-806960","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-ecommerce-blog"],"acf":[],"yoast_head":"\nHow to Cross-sell and Upsell? - Knowband Blog | Ecommerce Modules<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.knowband.com\/blog\/it\/ecommerce-blog\/how-to-cross-sell-and-upsell\/\" \/>\n<meta property=\"og:locale\" content=\"it_IT\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"How to Cross-sell and Upsell? - Knowband Blog | Ecommerce Modules\" \/>\n<meta property=\"og:description\" content=\"Non \u00e8 sempre necessario chiamare a freddo o inviare la maggior parte delle e-mail per concludere un affare o aumentare le vendite. 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