Upselling is a time-tested way of increasing sales. It gives you a way to bring additional products to the customer's attention during checkout. You have probably seen upselling in action — this is what restaurants are doing when they ask "Would you like fries with that?" Shoppers often appreciate it when you let them know about products they might want or need, and they may add an item or two to their order.
Upsold products can be associated with specific products, with the amount of the order, or both. The upsold product can be offered at the regular price, or discounted. You can specify the number of upsale items to display during checkout, and the number of different upsale products the customer can select.
For instance, when a customer is purchasing a digital camera from your store, you could offer a memory card, a battery pack, or a camera case, their choice, at a discount. Or, when someone places an order over a certain amount, you could offer a special product that's only available to your best customers.
If the customer has already put an item in their basket that would normally be offered as an upsale product during checkout, that item will not be offered to them.
Any product in your store can be used as an upsale product. If the product is not in the store products list yet, create the product record first, then return to this process.
Products can cross-reference each other as upsale products, too. When a shopper buys a set of colored pencils, you can offer a sketch pad, and when they buy a sketch pad, you can offer the set of colored pencils.
There is another sales tool, similar to upselling, called Related Products. While upselling is done at the point the customer is checking out, related products are offered while the customer is still shopping.
Use related products to display complementary products when the shopper is viewing a product in your store. If the customer is looking at a pair of pants, you might display a shirt and sweater that goes well with the pants.
Related products are set up from the Edit Product/Related Products screen for each product.
To begin working with upsale products, click Upsale in the left navigation area.
You can view, search, add, and edit the upsale products in your store from this screen.
Specify the number of Upsold Products to Show during checkout. It is possible that several upsale offers could apply to a shopper's basket. Rather than overwhelm the customer with too many options, you can set a limit here. Upsale products that are not shown due to this limit will be more likely to appear at future opportunities, so that each of the upsale products is offered to customers over time.
Specify the Max Number of Upsold Products to Select. This limits the number of offers customers can accept. It does not affect the quantity of upsale items they can add to their order.
If you are offering premium items at a discount, you might prefer to limit the number of offers customers can accept to just one or two. On the other hand, if you are offering several accessories or complementary products at the regular price, you might be glad to have the customer select them all.
Click Add Upsale to create a new upsold product. To edit existing upsale products, locate the product in the Upsold Products list, and click Edit to associate it with that product.
Remember, the product must already exist in the store product list. If it does not, enter the new product information first, under Products, then continue here.
When creating a new upsold product, enter the Product Code, or click Look Up to find it in your list of products. When editing an existing upsold product, the code cannot be changed.
Specify when the product will be offered to customers.
Select Always if you want the product to be offered to every customer, regardless of the amount of their order. If you want the upsold product to appear every time the require product is being purchased, regardless of the total amount of the order, select Always here.
Note on the next screen, Required Products, you will have the option to specify that the product only be offered when the shopper is purchasing certain other items.
To offer an upsold product only to customers who meet or exceed a certain order value, select When order total is greater than or equal to, and enter the price the order must reach.
You can also choose to base the offer on the relative value of the order and the upsold product. Select When upsold price is less than to offer the product when the price of the upsold product is less than a given percentage of the order total. If the price of an upsold product is $20, and 10% is entered here, the product will be offered to customers whose orders total more than $200.00.
Specify the price at which the product will be offered.
To offer the item at the normal price, select Product Price.
Select Product Cost to price the item at the value entered in the Cost field for the product.
Note that this does not need to be the actual cost of the item — it can be any value you choose to enter there.
To specify a set price, independent of the product price or cost, select Absolute Price, and enter a value. You could use this for offers like "Any item below, just $5."
To create a discount off the normal price of the item, for a special offer like "Buy now and save 20%," select Percentage of Product's Price, and enter the percentage.
To offer the product at a price relative to cost, such as "Special Offer — Just 10% over cost," select Percentage of Product's Cost, and enter the percentage.
Click Add to save your selections. If you have been creating a new upsale product, the Required Products tab will now become available.
Upsale products can be offered to every customer, or only on the basis of some qualifying criteria, such as order value or the presence of a required product in the customer's basket.
When required products are specified, the upsale product will be offered when the customer is purchasing any of the required products. A garden shop might offer organic potting soil any time a customer purchased a clay pot. To do this, the store administrator would go to the Required Products screen for the upsold product, Organic Potting Soil, and assign all the clay pots they sell.
Select the check boxes in the Assigned column for each of the products to be required for this upsold product.
If you need a new product to use as a required product, you can create one from here by clicking Add Product. You can also edit any product from this screen.
Note: Do not click Delete to remove an item from the required item list. Clicking Delete on any of the Upsold Product screens will remove the current product from the Upsold Products list.