Upsell & Cross-sell
Increase customer lifetime value by consistently offering premium upgrades or complementary products suited to their needs.
Tactics
- Bundle offerings providing integrated solutions.
- Highlight key features the customer is missing out on.
- Offer time-bound promotions on expanded packages.
- Share peer case studies demonstrating value.
- Gamify upgrades through tiers and rewards programs.
- Set up in-app/site nudges and suggestions.
- Leverage historical data to tailor recommendations.
Best Practices
- Train teams on showcasing differential value.
- Make upgrade process highly convenient.
- Focus on most engaged, highest-value accounts first.
- Ensure seamlessness for supplemented offerings.
- Incentivize teams on expansion revenue.
Moving customers to premium tiers and promoting suitable ancillary offerings drives higher CLV. With personalization and proper incentives, the incremental cost of selling more to existing buyers is far lower than acquiring new ones.