{"id":806962,"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\/pt-br\/comercio-eletronico\/how-to-cross-sell-and-upsell\/","title":{"rendered":"How to Cross-sell and Upsell?"},"content":{"rendered":"

Nem sempre voc\u00ea precisa de uma liga\u00e7\u00e3o n\u00e3o solicitada ou do envio de muitos e-mails para fechar um neg\u00f3cio ou aumentar as vendas. Se voc\u00ea souber como fazer upsell e cross-sell, isso facilita o seu trabalho.<\/p>\n

Venda cruzada e venda direta<\/a> s\u00e3o estrat\u00e9gias de marketing que fornecem uma excelente oportunidade de obter mais receita ou ganhar mais dinheiro com seus clientes existentes. Se bem implementado, pode impulsionar suas vendas por uma margem significativa.<\/p>\n

Pesquisa<\/a> diz que \u00e9 5-25 vezes mais desafiador adquirir um novo cliente do que mantendo um existente<\/a>. \u00c9 porque os clientes existentes j\u00e1 est\u00e3o familiarizados com sua marca. Se eles estiverem satisfeitos com seus produtos ou servi\u00e7os, provavelmente visitar\u00e3o seu site novamente no futuro e gastar\u00e3o mais. Por outro lado, conquistar um novo cliente \u00e9 um desafio porque ele nunca interagiu com sua marca antes e levar\u00e1 tempo para se familiarizar. \u00c9 por isso que upsell e cross-selling s\u00e3o considerados as melhores pr\u00e1ticas para obter vendas de seus clientes existentes, pois eles fornecem o melhor ROI. Vamos aprofundar e entender as t\u00e9cnicas de venda cruzada e upsell.<\/p>\n

O que \u00e9 venda cruzada?<\/h2>\n

A venda cruzada \u00e9 uma t\u00e1tica para incentivar os clientes a comprar produtos relacionados junto com o produto principal. Por exemplo, se um cliente comprou ou est\u00e1 comprando um iPhone, ele \/ ela pode ser recomendado para comprar Airpods da Apple junto com ele. Isso combina bem com o produto que ele veio comprar inicialmente, certo? Se eles est\u00e3o comprando um iPhone, eles adorariam ter Airpods para ouvir m\u00fasica, que normalmente custa cerca de 235 d\u00f3lares. Isso acrescentou $ 235 no valor do pedido reflete a venda cruzada.<\/p>\n

O que \u00e9 upsell?<\/h2>\n

O upselling \u00e9 a t\u00e1tica de marketing para incentivar os clientes a comprar um produto final superior ao que est\u00e3o comprando principalmente. Por exemplo, quando voc\u00ea compra qualquer ferramenta, ela geralmente vem com um plano b\u00e1sico e um plano premium; que obviamente tem mais recursos. O plano b\u00e1sico \u00e9 definido por padr\u00e3o durante a compra, mas voc\u00ea pressiona os clientes a atualizar para o plano premium para desfrutar de mais benef\u00edcios; Isso \u00e9 Upselling.<\/p>\n

Diferen\u00e7a entre venda cruzada e venda superior<\/h2>\n

A partir das defini\u00e7\u00f5es mencionadas acima, podemos concluir que a venda cruzada envolve for\u00e7ar os clientes a comprar produtos relevantes para a compra principal, enquanto o upsell envolve persuadir os clientes a comprar uma vers\u00e3o mais cara ou premium do produto. Essa \u00e9 a diferen\u00e7a, mas tanto o upselling quanto o cross-selling t\u00eam similaridade, ou seja, ambos tendem a aumentar o valor m\u00e9dio do pedido. Estudos sugerem que o upselling \u00e9 mais eficaz do que a venda cruzada, pois \u00e9 mais f\u00e1cil convencer algu\u00e9m a fazer um upgrade para um plano premium do que convenc\u00ea-lo a comprar um produto novo e relacionado.<\/p>\n

4 maneiras de fazer vendas cruzadas e upsell<\/h2>\n

Algumas das melhores pr\u00e1ticas para venda cruzada e venda expandida s\u00e3o:<\/p>\n

1. Conhe\u00e7a o seu p\u00fablico<\/h3>\n

Voc\u00ea pode estar ciente da buyer persona, mas \u00e9 importante entender seu p\u00fablico e conhec\u00ea-lo mais depois de comprar seu produto. Analise seu comportamento de compra, use informa\u00e7\u00f5es demogr\u00e1ficas e colete seus realimenta\u00e7\u00e3o<\/a> para entender seus motivos e desafios para apresent\u00e1-los com os produtos mais \u00fateis que voc\u00ea poderia fazer um upsell e uma venda cruzada.<\/p>\n

2. Seja um bom ouvinte<\/h3>\n

Quando voc\u00ea tentar fazer uma venda cruzada ou upsell de seus produtos ou servi\u00e7os para seus clientes por telefone, certifique-se de n\u00e3o ficar louco com isso. Os clientes descobrir\u00e3o em segundos que voc\u00ea est\u00e1 apenas ligando para tirar dinheiro do bolso se continuar se gabando de como seus produtos s\u00e3o bons. Seja um bom ouvinte. Pergunte se eles tiveram uma boa experi\u00eancia com a compra anterior. N\u00e3o tenha pressa em lan\u00e7ar. Se t\u00eam algo para contar, seja um desejo, uma sugest\u00e3o ou uma reclama\u00e7\u00e3o; ou\u00e7a com aten\u00e7\u00e3o e mencione como seus produtos ou servi\u00e7os podem ser \u00fateis para que eles consigam o que desejam.<\/p>\n

3. Forne\u00e7a uma solu\u00e7\u00e3o relevante<\/h3>\n

Voc\u00ea precisa entender que o cross-selling e o upselling precisam ser feitos da maneira certa, s\u00f3 assim ser\u00e1 \u00fatil e trar\u00e1 resultados. At\u00e9 e a menos que o que voc\u00ea est\u00e1 oferecendo seja \u00fatil para os clientes em sua compra atual ou recente, n\u00e3o traria nenhum resultado positivo. Acompanhe o hist\u00f3rico de compras do cliente. Fa\u00e7a a jornada deles. Em seguida, analise suas ofertas de produtos e identifique como eles podem fornecer uma solu\u00e7\u00e3o para os desafios que seus clientes enfrentariam.<\/p>\n

4. Use t\u00e1ticas de remarketing<\/h3>\n

O remarketing \u00e9 a melhor maneira de automatizar a venda cruzada e o upsell e envolve esfor\u00e7os m\u00ednimos. Depois de configurar sua campanha de remarketing, execute alguns an\u00fancios. Configure campanhas de remarketing em v\u00e1rias redes sociais, pois \u00e9 a\u00ed que seu poss\u00edvel p\u00fablico-alvo estaria. Por meio do remarketing, os clientes veem an\u00fancios em diferentes plataformas sobre os produtos que pretendem comprar ou tamb\u00e9m podem ser usados \u200b\u200bpara exibir alguns produtos relacionados que podem complementar sua compra recente.<\/p>\n

Considera\u00e7\u00f5es Finais<\/h2>\n

Os sites de com\u00e9rcio eletr\u00f4nico podem usar upselling e cross-selling para sugerir produtos com base na pesquisa do consumidor, cliques e seu hist\u00f3rico de compra. A Knowband oferece alguns m\u00f3dulos que o ajudam a incentivar a venda cruzada e upsell em seu site, como M\u00f3dulo de produtos relacionados<\/a> e M\u00f3dulo P\u00e1gina de agradecimento<\/a>. Confira o m\u00f3dulo para recursos e benef\u00edcios completos. Espero que este artigo tenha ajudado voc\u00ea a entender o conceito de venda cruzada e aumento de vendas.<\/p>\n","protected":false},"excerpt":{"rendered":"

Nem sempre voc\u00ea precisa de uma liga\u00e7\u00e3o n\u00e3o solicitada ou do envio de muitos e-mails para fechar um neg\u00f3cio ou aumentar as vendas. Se voc\u00ea souber como fazer upsell e cross-sell, isso facilita o seu trabalho. Venda cruzada e venda direta s\u00e3o estrat\u00e9gias de marketing que fornecem uma excelente oportunidade de obter mais receita ou […]<\/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":[3232],"tags":[2298],"class_list":["post-806962","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-comercio-eletronico"],"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\/pt-br\/comercio-eletronico\/how-to-cross-sell-and-upsell\/\" \/>\n<meta property=\"og:locale\" content=\"pt_BR\" \/>\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=\"Nem sempre voc\u00ea precisa de uma liga\u00e7\u00e3o n\u00e3o solicitada ou do envio de muitos e-mails para fechar um neg\u00f3cio ou aumentar as vendas. Se voc\u00ea souber como fazer upsell e cross-sell, isso facilita o seu trabalho. 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