Funnel and growth
What is cross-selling?
Cross-selling is offering a customer products that go with what they're buying, such as a case with a phone.
A real store example
Ursa Major build your own bundle page: over 25 Meta ads linked here.
Shoppers pick face, body and hair products into one bundle and save. Building a bundle across categories is cross-selling that the shopper does for themselves.
Getting cross-selling right
Use your order data
Recommend what customers actually buy together, not what you'd like them to buy.
Keep the add-on cheap and relevant
A small add-on that completes the purchase is an easy yes. A second big decision isn't.
Bundle the pairs
A ready-made bundle with a small saving turns two decisions into one.
Ask Replo: "show which products customers buy together most".
Cross-selling questions
- What are examples of cross-selling?
- A case with a phone, a refill with a starter kit, a cleanser with a moisturizer, socks with shoes. The add-on completes or improves what the shopper is already buying.
- Where do cross-sells work best?
- On the product page as "goes well with", in the cart before checkout, and in the order confirmation or a follow-up email. Each spot catches the shopper at a different moment.
- How do I measure cross-selling?
- Track units per order, average order value and how often recommended products get added. If units per order rises without hurting conversion rate, it's working.
Related terms
Browse the glossaryUpselling
Upselling is offering a customer a bigger, better or more expensive version of what they're already buying.
AOV
AOV (average order value) is the average amount a customer spends per order: revenue divided by number of orders.
SKU
A SKU (stock keeping unit) is a unique code a store gives each product variant it sells, so it can track inventory and sales for that exact item.
Contribution margin
Contribution margin is what's left of revenue after variable costs like product, shipping, fees and ad spend: the money that pays for fixed costs and profit.