{"id":806961,"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\/pl\/ecommerce-pl\/how-to-cross-sell-and-upsell\/","title":{"rendered":"How to Cross-sell and Upsell?"},"content":{"rendered":"

Nie zawsze musisz dzwoni\u0107 na zimno lub wysy\u0142a\u0107 wi\u0119kszo\u015b\u0107 e-maili, aby zamkn\u0105\u0107 transakcj\u0119 lub zwi\u0119kszy\u0107 sprzeda\u017c. Je\u015bli wiesz, jak sprzedawa\u0107 i sprzedawa\u0107 krzy\u017cowo, Twoja praca b\u0119dzie \u0142atwa.<\/p>\n

Sprzeda\u017c krzy\u017cowa i upselling<\/a> to strategie marketingowe, kt\u00f3re zapewniaj\u0105 doskona\u0142\u0105 okazj\u0119 do uzyskania wi\u0119kszych przychod\u00f3w lub zarobienia wi\u0119kszych pieni\u0119dzy na istniej\u0105cych klientach. Je\u015bli zostanie dobrze wdro\u017cony, mo\u017ce zwi\u0119kszy\u0107 sprzeda\u017c o znaczn\u0105 mar\u017c\u0119.<\/p>\n

Badania<\/a> m\u00f3wi, \u017ce pozyskanie nowego klienta jest 5-25 razy trudniejsze ni\u017c zachowanie istniej\u0105cego<\/a>. Dzieje si\u0119 tak, poniewa\u017c obecni klienci ju\u017c znaj\u0105 Twoj\u0105 mark\u0119. Je\u015bli s\u0105 zadowoleni z Twoich produkt\u00f3w lub us\u0142ug, prawdopodobnie w przysz\u0142o\u015bci ponownie odwiedz\u0105 Twoj\u0105 witryn\u0119 i wydadz\u0105 wi\u0119cej. Z drugiej strony pozyskanie nowego klienta jest wyzwaniem, poniewa\u017c nigdy wcze\u015bniej nie wchodzi\u0142 w interakcj\u0119 z Twoj\u0105 mark\u0105 i zajmie troch\u0119 czasu, aby si\u0119 zaznajomi\u0107. Z tego powodu Upselling i Cross-selling s\u0105 uwa\u017cane za najlepsze praktyki uzyskiwania sprzeda\u017cy od obecnych klient\u00f3w, poniewa\u017c zapewniaj\u0105 one najlepszy zwrot z inwestycji. Przyjrzyjmy si\u0119 dok\u0142adniej i zrozummy techniki sprzeda\u017cy krzy\u017cowej i upsellingu.<\/p>\n

Co to jest sprzeda\u017c krzy\u017cowa?<\/h2>\n

Sprzeda\u017c krzy\u017cowa to taktyka zach\u0119caj\u0105ca klient\u00f3w do kupowania powi\u0105zanych produkt\u00f3w wraz z produktem podstawowym. Na przyk\u0142ad, je\u015bli klient kupi\u0142 lub kupuje iPhone'a, mo\u017cna mu poleci\u0107 zakup Apple Airpods wraz z nim. To dobrze pasuje do produktu, kt\u00f3ry kupi\u0142 pocz\u0105tkowo, prawda? Je\u015bli kupuj\u0105 iPhone'a, chcieliby mie\u0107 Airpody do s\u0142uchania muzyki, kt\u00f3ra zwykle kosztuje oko\u0142o 235 USD. To dodatkowe 235 USD w warto\u015bci zam\u00f3wienia odzwierciedla sprzeda\u017c krzy\u017cow\u0105.<\/p>\n

Co to jest Upselling?<\/h2>\n

Upselling to taktyka marketingowa maj\u0105ca na celu zach\u0119cenie klient\u00f3w do zakupu produktu ko\u0144cowego wy\u017cszej jako\u015bci ni\u017c ten, kt\u00f3ry kupuj\u0105 g\u0142\u00f3wnie. Na przyk\u0142ad, gdy kupujesz jakiekolwiek narz\u0119dzie, zwykle jest ono dostarczane z planem podstawowym i planem premium; kt\u00f3ry oczywi\u015bcie ma wi\u0119cej funkcji. Plan podstawowy jest ustawiany domy\u015blnie podczas zakupu, ale zach\u0119casz klient\u00f3w do przej\u015bcia na plan premium, aby cieszy\u0107 si\u0119 wi\u0119kszymi korzy\u015bciami; to jest upowszechnianie.<\/p>\n

R\u00f3\u017cnica mi\u0119dzy sprzeda\u017c\u0105 krzy\u017cow\u0105 a sprzeda\u017c\u0105 wy\u017csz\u0105<\/h2>\n

Z powy\u017cszych definicji mo\u017cna wywnioskowa\u0107, \u017ce sprzeda\u017c krzy\u017cowa polega na nak\u0142anianiu klient\u00f3w do zakupu produkt\u00f3w odpowiadaj\u0105cych pierwotnemu zakupowi, podczas gdy sprzeda\u017c dosprzeda\u017cowa polega na przekonywaniu klient\u00f3w do zakupu dro\u017cszej lub wy\u017cszej wersji produktu. To jest r\u00f3\u017cnica, ale zar\u00f3wno sprzeda\u017c dodatkowa, jak i sprzeda\u017c krzy\u017cowa maj\u0105 podobie\u0144stwo, tj. Oba maj\u0105 tendencj\u0119 do zwi\u0119kszania \u015bredniej warto\u015bci zam\u00f3wienia. Badania sugeruj\u0105, \u017ce sprzeda\u017c dodatkowa jest bardziej skuteczna ni\u017c sprzeda\u017c krzy\u017cowa, poniewa\u017c \u0142atwiej jest przekona\u0107 kogo\u015b do przej\u015bcia na plan premium, ni\u017c przekona\u0107 go do zakupu powi\u0105zanego i nowego produktu.<\/p>\n

4 sposoby sprzeda\u017cy krzy\u017cowej i dodatkowej<\/h2>\n

Niekt\u00f3re z najlepszych praktyk w zakresie sprzeda\u017cy krzy\u017cowej i sprzeda\u017cy dodatkowej to:<\/p>\n

1. Poznaj swoich odbiorc\u00f3w<\/h3>\n

Mo\u017cesz by\u0107 \u015bwiadomy osobowo\u015bci kupuj\u0105cych, ale wa\u017cne jest, aby zrozumie\u0107 swoich odbiorc\u00f3w i pozna\u0107 ich wi\u0119cej po zakupie produktu. Analizuj ich zachowania zakupowe, wykorzystuj informacje demograficzne i zbieraj je informacje zwrotne<\/a> aby zrozumie\u0107 ich motywy i wyzwania, aby przedstawi\u0107 im najbardziej przydatne produkty, kt\u00f3re mo\u017cna by\u0142o sprzedawa\u0107 dosprzedawczo i krzy\u017cowo.<\/p>\n

2. By\u0107 dobrym s\u0142uchaczem<\/h3>\n

Kiedy pr\u00f3bujesz sprzedawa\u0107 swoje produkty lub us\u0142ugi klientom przez telefon, nie przejmuj si\u0119 tym. Klienci dowiedz\u0105 si\u0119 w ci\u0105gu kilku sekund, \u017ce dzwonisz, aby wyj\u0105\u0107 pieni\u0105dze z kieszeni, je\u015bli b\u0119dziesz si\u0119 chwali\u0107, jak dobre s\u0105 Twoje produkty. By\u0107 dobrym s\u0142uchaczem. Zapytaj, czy mieli dobre do\u015bwiadczenia z poprzednim zakupem. Nie spiesz si\u0119 do rzucania. Je\u015bli maj\u0105 co\u015b do powiedzenia, czy to \u017cyczenie, sugestia czy skarga; wys\u0142uchaj go uwa\u017cnie, a nast\u0119pnie wspomnij, w jaki spos\u00f3b Twoje produkty lub us\u0142ugi mog\u0105 im pom\u00f3c w uzyskaniu tego, czego chc\u0105.<\/p>\n

3. Zapewnij odpowiednie rozwi\u0105zanie<\/h3>\n

Musisz zrozumie\u0107, \u017ce cross-selling i upselling trzeba przeprowadza\u0107 we w\u0142a\u015bciwy spos\u00f3b, tylko wtedy przyniesie to korzy\u015bci i przyniesie efekty. Dop\u00f3ki to, co oferujesz, nie pomo\u017ce klientom przy ich obecnym lub ostatnim zakupie, nie przyniesie to \u017cadnego pozytywnego rezultatu. \u015aled\u017a histori\u0119 zakup\u00f3w klienta. Przejd\u017a przez ich podr\u00f3\u017c. Nast\u0119pnie przejrzyj swoj\u0105 ofert\u0119 produkt\u00f3w i okre\u015bl, w jaki spos\u00f3b mo\u017ce zapewni\u0107 rozwi\u0105zanie wyzwa\u0144, przed kt\u00f3rymi stan\u0105 Twoi klienci.<\/p>\n

4. Stosuj taktyki remarketingowe<\/h3>\n

Remarketing to najlepszy spos\u00f3b na zautomatyzowanie sprzeda\u017cy krzy\u017cowej i upsellingu, przy minimalnym wysi\u0142ku. Po skonfigurowaniu kampanii remarketingowej uruchom kilka reklam. Skonfiguruj kampanie remarketingowe w r\u00f3\u017cnych sieciach spo\u0142eczno\u015bciowych, poniewa\u017c tam w\u0142a\u015bnie byliby Twoi potencjalni docelowi odbiorcy. Za pomoc\u0105 remarketingu na r\u00f3\u017cnych platformach wy\u015bwietlane s\u0105 klientom reklamy dotycz\u0105ce produkt\u00f3w, kt\u00f3re zamierzali kupi\u0107, lub mo\u017cna je r\u00f3wnie\u017c wykorzysta\u0107 do wy\u015bwietlenia niekt\u00f3rych powi\u0105zanych produkt\u00f3w, kt\u00f3re mog\u0105 stanowi\u0107 uzupe\u0142nienie ich ostatniego zakupu.<\/p>\n

Final Thoughts<\/h2>\n

Witryny e-commerce mog\u0105 wykorzystywa\u0107 upselling i cross-selling do sugerowania produkt\u00f3w na podstawie wyszukiwa\u0144, klikni\u0119\u0107 i historii zakup\u00f3w konsument\u00f3w. Knowband udost\u0119pnia kilka modu\u0142\u00f3w, kt\u00f3re pomog\u0105 Ci zach\u0119ci\u0107 do sprzeda\u017cy krzy\u017cowej i upsellingu w Twojej witrynie, takich jak Modu\u0142 powi\u0105zanych produkt\u00f3w<\/a> i Modu\u0142 strony z podzi\u0119kowaniami<\/a>. Sprawd\u017a modu\u0142, aby pozna\u0107 wszystkie funkcje i korzy\u015bci. Mam nadziej\u0119, \u017ce ten artyku\u0142 pom\u00f3g\u0142 Ci zrozumie\u0107 poj\u0119cie sprzeda\u017cy krzy\u017cowej i upsellingu.<\/p>\n","protected":false},"excerpt":{"rendered":"

Nie zawsze musisz dzwoni\u0107 na zimno lub wysy\u0142a\u0107 wi\u0119kszo\u015b\u0107 e-maili, aby zamkn\u0105\u0107 transakcj\u0119 lub zwi\u0119kszy\u0107 sprzeda\u017c. Je\u015bli wiesz, jak sprzedawa\u0107 i sprzedawa\u0107 krzy\u017cowo, Twoja praca b\u0119dzie \u0142atwa. Sprzeda\u017c krzy\u017cowa i upselling to strategie marketingowe, kt\u00f3re zapewniaj\u0105 doskona\u0142\u0105 okazj\u0119 do uzyskania wi\u0119kszych przychod\u00f3w lub zarobienia wi\u0119kszych pieni\u0119dzy na istniej\u0105cych klientach. Je\u015bli zostanie dobrze wdro\u017cony, mo\u017ce zwi\u0119kszy\u0107 […]<\/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":[3231],"tags":[2298],"class_list":["post-806961","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-ecommerce-pl"],"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\/pl\/ecommerce-pl\/how-to-cross-sell-and-upsell\/\" \/>\n<meta property=\"og:locale\" content=\"pl_PL\" \/>\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=\"Nie zawsze musisz dzwoni\u0107 na zimno lub wysy\u0142a\u0107 wi\u0119kszo\u015b\u0107 e-maili, aby zamkn\u0105\u0107 transakcj\u0119 lub zwi\u0119kszy\u0107 sprzeda\u017c. Je\u015bli wiesz, jak sprzedawa\u0107 i sprzedawa\u0107 krzy\u017cowo, Twoja praca b\u0119dzie \u0142atwa. Sprzeda\u017c krzy\u017cowa i upselling to strategie marketingowe, kt\u00f3re zapewniaj\u0105 doskona\u0142\u0105 okazj\u0119 do uzyskania wi\u0119kszych przychod\u00f3w lub zarobienia wi\u0119kszych pieni\u0119dzy na istniej\u0105cych klientach. 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