A Guide to Upselling on Amazon

- Written by Lena Trapp, BidX

There are numerous pricing and selling strategies in eCommerce. It is important to find the right one for your store in order to build a sustainable business.

To help you with this step, we’ve created a guide to Upselling on Amazon.

What is Upselling?

Upselling is a sales strategy you can use to persuade the customer to buy more expensive items or upgrades to increase the order value. In other words, it is about getting the customer to purchase a product that is more expensive than what the customer originally wanted to buy.

For example, if a customer is looking at a $500 TV, you can show them an Upsell offer for a $700 TV with more features and better quality.

Difference to Cross-Selling

As with Upselling, Cross Selling refers to an additional expenditure by the customer. The difference, however, lies in the type of products sold. Whereas Upselling usually involves selling higher-quality, more expensive or better-equipped products, Cross Selling is about buying products that could also fit or extend the intended use.

With Cross Selling, the customer does not originally intend to buy an additional item, but will still buy it if you make a reasonable suggestion. With Upselling, on the other hand, the customer already has the intention to buy a certain product and is enticed by the seller to choose a higher-quality and more expensive product.

The difference is illustrated clearly in this picture:

Advantages of Upselling

The fact that the customer has internally already made a fundamental purchase decision can have a great impact on increasing sales without incurring additional costs for customer acquisition.

With Upselling, you also have the advantage of being able to address emotional buying motives. Since higher-priced products often symbolise prestige, you can often encourage customers to make an emotional purchase decision if they are offered a…