How To Upsell: 12 Smart Upselling And Cross-Selling Examples

Today, we’re offering a look at top strategies, upselling examples, cross-selling examples, and tips for putting it all into practice.

Upselling and cross-selling are tried and tested ways to boost sales.

Businesses using cross-selling techniques have witnessed a whopping 20% increase in sales, according to a Gitnux Data Report.

Those using upselling strategies have seen a 43% increase in revenue​​​​, according to VWO.

These are not inconsequential figures and could spell the difference between just breaking even and having a profitable business.

But it’s not just about the numbers.

It’s about understanding your customers’ needs and then recommending products or services that genuinely add value to their purchase.

That’s the real magic of upselling and cross-selling.

What’s the Difference Between Upselling and Cross-Selling?

Both upselling and cross-selling involve offering additional products or services. But there are some key differences between the two.

Upselling is when you encourage a customer to upgrade or purchase a more expensive version of what they have in their shopping cart.

Cross-selling is when you recommend complementary or related products that enhance or supplement the product they’re thinking about buying.

These use cases ought to illustrate what we mean:

Use Case	Upselling Example	Cross-Selling Example
1. Online Bookstore	Offering a hardcover edition or a collector’s edition of a book instead of a paperback.	Suggesting a bookmark, a reading light, or related books by the same author or genre.
2. Home Electronics Retailer	Proposing a higher-end model of a TV with 4K resolution and smart features when a customer shows interest in a basic model.	Recommending HDMI cables, wall mounts, or a soundbar to complement the TV purchase.
3. Fitness Subscription Service	Suggesting a premium membership with additional features like personal training sessions or diet plans.	Offering fitness gear like yoga mats, resistance bands, or branded apparel they can use with the service.
4. Travel Booking Website	Proposing a business class upgrade or a luxury hotel room instead of economy class or a standard room.	Suggesting travel insurance, car rentals, or guided tour packages at the destination.
5. Gourmet Coffee Shop	Encouraging the purchase of a larger size or a specialty blend of coffee.	Offering a pastry, a coffee mug, or a bag of coffee beans to take home.

Now we’re clear on what upselling and cross-selling are, let’s take a look at some examples of each strategy in use.

First, upselling.

12 Upselling Examples To Inspire You

Here’s a quick look at the upselling examples we’ll be covering here today:

1. Offer a premium version of a product
2. Offer service plan upgrades
3. Extended warranties or service contracts
4. Customization or personalization options
5. Offer a larger size or bulk packages
6. Offer bundle upgrades
7. Extended memberships or subscriptions
8. Exclusive member benefits
9. Priority service or express shipping
10. Software or digital content upgrades
11. Educational or training addons
12. Gift wrapping or special packaging

And now, onto the list!

1. Offer a Premium Version of a Product

One of the keys to effective upselling is understanding customer needs and guiding them towards a product that provides more value.

The strategy is most successful when the upsell feels like a natural extension of the customer’s original purchase decision.

Warby Parker, a renowned eyewear brand, effectively implements the upselling strategy by offering premium versions of their products.

While their core offering includes stylish and affordable eyewear, they also provide options that use premium materials typically found in much higher-priced glasses.

These options are presented as an upgrade in quality and style, appealing to our desire for fashion and value.

2. Offer Service Plan Upgrades

Upselling through plan upgrades is a strategy where businesses encourage us to switch to a higher-tier plan that offers more benefits.

This approach is particularly effective in subscription-based models with different levels of service.

The idea is to showcase the added value we receive with the upgraded plan, such as additional features, increased capacity, or superior support.

ActiveCampaign’s strategy is particularly effective at this. Each plan offers distinctly more value as the tiers progress.

Customers on lower-tier plans who find themselves needing more advanced features have clear incentives to upgrade.

For instance, a small business experiencing growth may initially opt for the Lite plan. As their marketing needs become more complex, the Plus or Professional plans become more attractive due to their advanced features and increased support.

ActiveCampaign also aids in this transition by providing detailed breakdowns of what each plan offers. This helps us understand the benefits of upgrading.

This clarity in communication, combined with a range of features makes their upselling approach highly effective.

3. Extended Warranties or Service Contracts

Extended warranties or service contracts are popular upselling techniques, especially in the automotive and tech industries.

Offering an extended warranty means providing additional coverage or extended service options.

This strategy plays on a desire for peace of mind. It ensures the product is protected beyond the standard warranty period.

The success of this strategy lies in highlighting the potential cost savings and convenience.

It’s important to tailor the extended warranty offer to the customer’s usage patterns and needs. Make it a valuable addition rather than an unnecessary expense.

In the automotive industry, extended warranties are a key upselling tool. They can offer cover for repairs and maintenance after the factory warranty expires.

They’re particularly appealing for those who plan to keep their vehicles for a long time and are concerned about the costs of potential repairs.

Toyota offers a good example of this. Their “ToyotaCare Plus” extended warranty program offers coverage options for different vehicle models and customer needs.

4. Customization or Personalization Options

Offering customization or personalization options is a powerful upselling strategy. It involves providing the option to add custom features, personalized designs, or names.

This strategy taps into our desire for individuality and connection, making the product more meaningful and unique to us.

The success of this strategy lies in its ability to create an emotional bond between us and the product.

When we see something personalized or customized, it evokes a sense of ownership and exclusivity, making the product more desirable.

Coca-Cola’s “Share a Coke” campaign, first launched in Australia in 2011, is a stellar example of this strategy.

The campaign replaced the iconic Coca-Cola logo on bottles and cans with popular names. It invited us to find a Coke with our own name or the name of someone special.

This personalized approach aimed to create a more intimate connection. It encouraged us to share the product with friends and family.

5. Offer a Larger Size or Bulk Packages

Offering larger sizes or bulk packages is an effective upselling technique. It involves suggesting bigger sizes or bulk packs at a better price per unit.

This strategy appeals to those looking for value and convenience and often results in a lower cost per unit and reduced frequency of purchase.

Dunkin’ Donuts utilizes this strategy by offering their products in bulk. Ideal for foodservice operators and distributors.

They provide options like bulk coffee creamers, catering to schools, offices, and commercial foodservice companies.

6. Offer Bundle Upgrades

The strategy of offering bundle upgrades involves proposing additional or related products or services.

This approach increases the perceived value, as we get more for a relatively lower price compared to purchasing items separately.

The McDonald’s Happy Meal is a classic example of a bundle upgrade.

The Happy Meal combines a main item (like a burger or nuggets), a side (like fries or apple slices), and a drink into one convenient package. It notoriously includes a toy as well.

The bundle appeals to children and parents, offering a complete meal with the added value of entertainment or educational content.

If we’re talking online examples, Astra offers a range of toolkits and pricing plans that are perfect examples of bundle upgrades.

Our pricing structure includes different tiers offering an increasing number of features and benefits.

• Astra Pro: This tier offers advanced features and complete design control and allows you to build beautiful websites faster. It includes customization controls for headers, footers, sidebars and menus, along with built-in layouts.
• Essential Toolkit: This all-in-one toolkit includes Astra Pro, Ultimate Addons for Elementor or Spectra Pro, and premium starter templates. It’s designed for those who need a comprehensive set of tools for website building.
• Business Toolkit: This is the most comprehensive package, including everything in the Essential Toolkit plus SureFeedback and SureWriter. It’s tailored for businesses looking for a complete suite of tools to enhance their online presence.

Each of these tiers represents a step up in value, offering more features and benefits at a higher price point.

7. Extended Memberships or Subscriptions

Offering extended memberships or subscriptions at a reduced rate is a smart upselling technique.

It not only increases commitment but also ensures a steady revenue stream over a longer period.

Let’s explore how BirchBox implements this strategy.

BirchBox, a popular beauty and grooming subscription service, offers various subscription plans.

Typically, subscriptions involve monthly deliveries of curated beauty products. The genius of BirchBox’s upselling strategy lies in extended subscription options.

Here’s how they do it:

• Monthly subscription: This is the standard option, where customers pay a fixed amount each month. It’s flexible but slightly more expensive per month compared to longer-term plans.
• Extended subscription plans: BirchBox often offers 3 or 12-month subscriptions at a discounted rate. For instance, subscribing for a year might cost less per month than the monthly plan. This provides a cost-saving opportunity but also ensures customer loyalty and consistent revenue for BirchBox.

By offering these extended plans, BirchBox taps into our desire for convenience and savings.

8. Exclusive Member Benefits

Offering exclusive benefits or features to higher membership tiers is a compelling way to encourage us to upgrade.

This can boost customer loyalty, sure, but it can also increase the perceived value of your services.

Sephora’s Beauty Insider Program is known for its tiered membership structure. Each level offers a range of exclusive benefits.

Here’s a breakdown of how they do it:

• Beauty Insider (Basic tier): This is the entry-level tier, which is free to join. Members earn points for every purchase which can be redeemed for rewards. They also get a birthday gift and access to free beauty classes.
• VIB (Very Important Beauty Insider): To qualify for this tier, members need to spend a certain amount within a calendar year. VIB members enjoy all the benefits of the Beauty Insider tier, plus additional rewards like more points per dollar spent, seasonal savings, and handpicked gifts.
• Rouge (Top tier): This is the highest tier, reserved for the most loyal customers who meet a higher annual spending threshold. Rouge members enjoy all the benefits of the VIB and Beauty Insider tiers, along with exclusive perks like free standard shipping, early access to products and sales, and invitations to special events.

The brilliance of Sephora’s program lies in its ability to create a sense of exclusivity and prestige as customers move up the tiers.

The more a customer spends, the more benefits they unlock.

9. Priority Service or Express Shipping

Offering faster service or express shipping for an additional fee is an effective upselling technique, especially in eCommerce.

It caters to our desire for convenience and speed, which is a big selling point.

Signature Hardware, known for its home and bathroom fixtures, provides an excellent example of this upselling approach.

On orders exceeding $99, Signature Hardware offers free standard shipping.

This is a great baseline offer that appeals to customers hoping to save money on their purchases.

10. Software or Digital Content Upgrades

Offering software upgrades or additional digital content is a highly effective upselling strategy, particularly in the SaaS (Software as a Service) industry.

It’s about providing enhanced features or content that add value to an existing service.

Adobe Creative Cloud is a good example of effectively upselling software upgrades and additional digital content.

Here’s how Adobe structures its offerings:

• Individual applications: Adobe starts by offering individual applications like Photoshop, Illustrator, or Premiere Pro. These are great for users who need specific tools for their creative work.
• Full Suite Subscription: The real upselling happens with the full Creative Cloud subscription. This package includes access to all Adobe applications, offering a comprehensive suite of tools for any creative project. The jump from a single app to the full suite is a significant upgrade in terms of functionality and value.

11. Educational or Training Addons

Proposing additional courses or training materials related to the service or product is another valuable upselling strategy.

It not only enhances the experience but also adds depth to the product or service offered.

A notable example here is the SkillJet Academy offer, available with our Business Toolkit.

SkillJet Academy offers a range of educational resources specifically designed for web entrepreneurs, business owners, and marketers.

We’ve integrate this as an upselling strategy by:

• Integration with Business Toolkit: Access to SkillJet Academy is a part of the Business Toolkit. This toolkit includes a suite of products like Astra Pro, Spectra Pro, and relevant addons. By bundling SkillJet Academy access with these tools, it adds significant value.
• Targeted learning for entrepreneurs: The courses at SkillJet are tailored for individuals looking to grow their online businesses. This makes the academy an excellent upsell for customers who are already investing in tools to enhance their web presence.

12. Gift Wrapping or Special Packaging

Premium packaging or gift wrapping is a delightful upselling strategy, especially in the retail and eCommerce sectors. It appeals to anyone looking for that extra touch for gifts or special occasions.

John’s Crazy Socks, known for its fun and colorful sock designs, provides an excellent example of this strategy. For an additional fee, they also offer a gift-wrapping service.

This could include special boxes and wrapping paper. You can even add on a personalized card!

Such options are particularly appealing during holidays, birthdays, and other gift-giving occasions.

3 Cross-Selling Examples Work a Look

There can be some overlap between upselling and cross-selling. That’s why we thought it important to offer a few examples of just cross-selling.

We’re covering:

1. Offer addons or accessories
2. Sell seasonal or limited items
3. The “Complete This Look” cross-sell

1. Offer Addons or Accessories

Offering addons or accessories is a popular cross-selling strategy. It’s where businesses recommend complementary items that enhance or are related to the main product.

This method can significantly increase the overall value of a purchase by providing a more complete solution or experience.

The success of this strategy lies in its relevance and timing.

The recommended addons should be closely related to the main product. They also should be presented at the right moment in the customer journey.

That’s usually when they have already decided to make a purchase.

Amazon has mastered the art of upselling through addons and accessories. They utilize a data-driven approach to recommend relevant products to customers, often seen under the “Frequently bought together” section.

This tactic not only draws the customer’s attention but also increases the likelihood of additional purchases due to the relevance of the suggested items.

2. Sell Seasonal or Limited Edition Items

Promoting exclusive or seasonal items as part of a cross-selling strategy plays on the natural human response to scarcity and exclusivity.

This method takes advantage of the fear of missing out (FOMO) by offering products available only for a limited time or in specific seasons.

The rarity and time-bound nature of these offerings create a sense of urgency, making them more desirable.

Bath & Body Works has nailed it with their strategy of constantly introducing seasonal scents and products.

They’ve got this rotating catalog of heavily seasonal scents like Pumpkin Carving and Winter Candy Apple.

There’s always something new and something being replaced. It creates this cycle of anticipation and urgency, making you want to stock up before they disappear.

Bath & Body Works utilizes its online platform to complement its instore experience as well.

While they prominently featured candles online, they use discounts to draw customers and encourage higher volume sales.

3. Use The “Complete This Look” Cross-Sell

Many of us are faced with the challenge of putting together an entire outfit when shopping for clothing.

This is where the “complete this look” cross-sell strategy comes into its own.

By showcasing complementary items, you can encourage customers to purchase multiple items to complete the look.

Nike has been highlighted for its exceptional implementation of the “Complete the Look” strategy.

When you add a product like a sweatshirt to their cart, Nike suggests additional items to complete the outfit, such as matching pants or shoes.

How To Upsell and Cross-Sell on Your WordPress Site

Upselling and cross-selling are powerful strategies to increase average order value and enhance customer experience.

Here’s a mini-tutorial on how to implement these strategies effectively:

1. Understand Your Audience

Know who you are selling to. Understand their demographics, buying habits, and preferences.

Use data from past purchases, browsing history, and customer feedback to understand what your customers might need or want in addition to what they are already buying.

2. Analyze Your Products

Look for products that complement or enhance those your customers are already interested in.

For example, if you sell cameras, consider upselling a better lens or cross-selling a camera bag.

3. Choose the Right Plugin

You’ll need an eCommerce plugin that supports upselling and cross-selling.

SureCart is a great option for WordPress users. It’s user-friendly and offers robust features for implementing these sales strategies thanks to its Order Bumps feature.

4. How To Add Upsells to Checkout With SureCart

SureCart allows you to easily add upsells and cross-sells to your checkout process.

Here’s how:

Step 1: Install and Configure SureCart

Install SureCart on your WordPress site and configure it according to your preferences.

Be sure to review a full setup guide for this process before continuing here.

Step 2: Set Up an Order Bump

Go to your WordPress dashboard then click on SureCart > Order Bumps.

Select Add New.

Next, give your Order Bump a descriptive name and select the product you want to use from the dropdown menu.

After making your selections, click the Create button to finalize your order bump.

Step 3: Set the Display Conditions

Next we need to tell SureCart when to display it.

Click on + Add A Condition.

Then under where it says Choose An Item click on the dropdown menu. You can select between two criteria: Price or Product.

For our purposes, we’re selecting Product.

Under Select A Product, click the dropdown to open the product selection. Find the product you want to add an order bump to and select it.

To finalize your selection, click Add Condition.

This makes it so the product you’ve selected in Step 2 will be suggested to the customer when they add the product you selected in Step 3 to their shopping cart.

Lastly, click Save Order Bump.

Adding the designated product to your cart should make it so the order bump product appears beneath a Recommended heading in the cart.

5. Other Plugins To Consider for Upsells and Cross-Sells

If you want more options to present upsells and cross-sells in WordPress, here are a few plugins that can help:

• CartFlows: This plugin is designed specifically for creating sales funnels on your WordPress site. It’s a great option for implementing these types of strategies.
• WooCommerce: One of the most popular eCommerce plugins for WordPress, WooCommerce, also offers features for upselling and cross-selling, but most are available through extensions.
• YITH WooCommerce Frequently Bought Together: Great for showing “People also buy” suggestions.

Put These Upselling and Cross-Selling Examples To Work

Mastering the art of upselling and cross-selling can dramatically enhance revenue and improve customer satisfaction.

Understand your audience. Carefully analyze products for potential upsell and cross-sell opportunities. Utilize powerful tools like SureCart.

Remember, the goal is to provide value to your customers, not just increase sales. With the right approach you can help your customers find products that genuinely enhance their experience while also boosting your bottom line.

Good luck!