How (and How Not) to Cross-Sell

Cross-selling is a highly effective marketing tool used by nearly every industry, from fast food restaurants to financial institutions to software companies. Why? When you cross-sell related products and services to your existing customers, you can increase conversions, boost average order values and increase customer satisfaction. You don’t need a product catalog as comprehensive as [...]

The Advantages of Cross-Selling

While food shopping the other day, I came across an entire display full of restaurant gift cards—Applebee’s, McDonald’s, Red Lobster, Olive Garden, etc.—for sale at, of all places, a grocery store. Last I checked, grocery stores are the antithesis of the restaurant industry. And here was a grocery store promoting dining establishments—essentially the only businesses [...]

Purchase Incentives: Increase Sales and Boost Brand Loyalty

When software companies launch new products, they often undergo the painful task of offering discounts in order to generate consumer interest—which risks the chance of instant brand degradation. But a few years ago, when I handled e-commerce sales for a small software company, I offered a purchase incentive that allowed several top software companies to [...]