Definition
Cross-selling is a sales strategy where a business recommends additional related products to a customer who is already purchasing or considering a product.
Explanation
In dropshipping, cross-selling is commonly used to increase the average order value (AOV) by suggesting complementary products during the shopping process.
Instead of selling only one item, the store encourages customers to buy related items that improve the overall experience or usefulness of the main product.
Common cross-selling placements include:
- Product page recommendations (“Frequently bought together”)
- Cart page suggestions
- Post-purchase offers
- Bundled product deals
Effective cross-selling works best when the recommended items are closely related to the main product and clearly add value for the customer.
Example
A dropshipping store sells phone accessories:
- A customer adds a wireless phone charger to the cart.
- The store recommends a charging cable and a phone stand as complementary products.
- The customer decides to add the phone stand to the order.
As a result, the store increases the order value without acquiring a new customer.
Key Takeaway
Cross-selling helps dropshipping stores increase revenue per order by recommending relevant complementary products during the customer’s buying journey.