sales
Cross-Sell
Selling additional, complementary products or services to existing customers.
Definition
Cross-sell is offering existing customers additional products or services that complement what they already buy - a marketing agency client adding SEO, an accountant client adding tax planning. Distinct from upsell (more of the same product, higher tier). Cross-sell expands the relationship and increases LTV. The discipline: identify the natural next purchase for each customer segment, time the offer to when they're achieving success with the current product, train account managers to spot opportunities.
In your business
- →Map the 'natural next purchase' for each customer segment
- →Time cross-sell offers to milestones in the current relationship - not random outreach
- →Account managers should have cross-sell targets, not just retention targets