E-Commerce Dictionary
Cross-Selling
Definition
The practice of selling an additional product or service to an existing customer.
Deep Dive
Cross-Selling is a sales strategy focused on encouraging customers to purchase additional, complementary products or services alongside their current purchase or existing holdings. The goal is to increase the overall value of the customer relationship by leveraging their existing interest in a primary product or service to introduce them to related offerings that could enhance their experience or fulfill additional needs. This practice is distinct from up-selling, which aims to sell a more expensive or premium version of the same product.
Examples & Use Cases
- 1A customer buying a new smartphone being offered a phone case, screen protector, or wireless earbuds
- 2A bank suggesting a car loan or credit card to an existing checking account holder
- 3A software company recommending an integration or add-on module to a user of their core platform
Related Terms
Up-SellingCustomer Lifetime Value (CLV)Product Bundling