Comments on: Cross-Selling Tips for Online Retailers

By: Holy Knight

Holy Knight — Tue, 09 Sep 2008 08:44:03 +0000

That’s a very nice topic for the field of cross-selling.

I will be waiting for your next posts.

Fresh ideas flowing unstoppable.

By: Jason Billingsley

Jason Billingsley — Tue, 29 Jan 2008 19:41:31 +0000

@Dano
I don’t know of a list, but I can recommend a few vendors to investigate and evaluate…

Rules based (with some automation):
- Sitebrand

Behavioral Recommendations:
- Baynote
- Aggregate Knowledge
- CleverSet
- Criteo
- Loomia

By: Dano

Dano — Tue, 29 Jan 2008 19:18:56 +0000

Good info on cross-selling. I’m actually searching for service providers that help serve up online product recommendations based behavioral analytics. Can you point me to a list? Would this come along with any of the major analytics packages?

By: BetterRetail

BetterRetail — Fri, 04 Jan 2008 17:02:14 +0000

Hey Linda. I have to confess I hate how etailers cross-sell. As someone who searches Google and clicks on a text ad I don’t want my landing page to do anything more than show me the product promised in the text ad.

I wish there was a way for a website to show the product for 7 seconds and then present the recommendations on the right of the page.

By: Janis Lanka

Janis Lanka — Fri, 04 Jan 2008 14:12:42 +0000

Before Xmas I was looking for a dSLR and really liked how B&H (www.bhphotovideo.com) helped me out. It is one form of cross selling that I see is not too intrusive, like they are not offering Canon camera or a video camera when I’m looking at Nikon dSLR. What I did like is that they were offering other products that would fit my choice and would be useful. In addition, I really enjoy their “See more…” link which AJAXes more choices. And guess what, I ended up adding 4 other things from that list

I also have enjoyed Amazon’s “Customers Who Bought This Item Also Bought” section because that shows what real people have looked for, and not what marketers want us to look at. Then again, you never know…

My statistical-pattern-mind is thinking: can we track how many products are purchased from following categories: a) from the general view (looking at categories), b) doing a search, c) cross selling on the product page, and d) cross selling at cart view. This, fairly simply tracking could show what kind of benefit cross selling does and which one is the most effective.

By: Dave Walker

Dave Walker — Thu, 03 Jan 2008 21:02:49 +0000

They used to sell iPods, but it looks like they’ve been pulled. Dell and Apple have a bit of a, umm…, history.

Apple has a pretty good retail side, but the options and cross-sell isn’t as aggressive as Dell. On the other hand, Apple’s computers don’t have quite so many configuration options. And on the other other hand, that’s less confusing for less savvy consumers.

By: Linda Bustos

Linda Bustos — Thu, 03 Jan 2008 20:29:11 +0000

@ Dave,

Thanks! Now if only Dell sold Mac stuff

By: Dave Walker

Dave Walker — Thu, 03 Jan 2008 20:27:01 +0000

Thanks Linda – another great article!

I’m starting to look at new computers, and I’ve been really impressed with Dell experience, especially compared to Tiger Direct and Memory Express (memoryexpress.com – and Alberta regional seller). Dell.ca (and .com) does all of the dos and none of the don’ts. If I were building an online shopping experience where I had a lot of options, upgrades and accessories, I’d model my site on Dell.