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Cross-selling's time has come
If customers are approached in the right way and at the right time, cross-selling can be a breeze. The trick is to understand the customers' needs and present them with the right solution when they're most likely to be receptive to your suggestion. Cross-selling mistakes, on the other hand, can jeopardise the entire sale.
"You got your peanut butter in my chocolate!"
"You got your chocolate in my peanut butter!"
It seems painfully obvious now, but to the characters in Reese's famous candy commercials of the 1970s and 1980s, chocolate and peanut butter do actually go together quite well. In fact, what the initially skeptical characters learned through a somewhat painful cross-sell process (usually by bumping into each other) was that these complementary ingredients together made each one better.
Should cross-selling always be this painful? No. But for your customers, it should be as delicious. The most powerful way to increase your top and bottom line today is to create products that can be cross-sold against your "main" product.
