Cross Selling and Upselling for Florists

Published: Friday 17 July 2020

Cross Selling and Upselling for Florists

Upselling and cross selling are extremely useful to ecommerce florists.  Both can help decrease the cost of customer acquisition and increase revenue by increasing the average value of the shopping cart.

So what’s the difference?

Upselling

Upselling encourages the customer to spend more money by buying a larger product or a bundled product.

Cross Selling

Cross selling is promoting additional products (Add-ons) such as chocolates teddy bears etc into an order.

Upselling for florists

Most florists will have multiple price points for a product, for example Red Roses:

1 Red Rose

1 Dozen Red Roses

2 Dozen Red Roses

Upselling products

Do’s and Don’ts of Upselling

  • Each price jump should be no more than 25% higher than the previous
  • Less is more, 3 – 4 upselling options are better than 8
  • Show the middle priced option in your product image and identify it

Making Upselling more interesting

One of the ways that you can harness cross selling in your ecommerce site is to have a standard model for pricing names maybe:

  • Standard
  • Deluxe
  • Premium

Or maybe

  • Beautiful
  • Spectacular
  • Outrageous

Expressive floristry product names

Hyperbole works in encouraging people to choose the more expensive option here especially if you make the sale emotive.

Use product images for price point

Whilst not always available for every florist you can show the customer what the upsell product looks like by swapping the image of the product when they choose it.

Image for Price point one

Cross Selling for florists

Add-ons are really cross selling opportunities, think of them like “would you like fries with that”.  The most popular add-ons purchased on florist websites are:

  • Teddy Bears
  • Chocolates
  • Cards
  • Wine
  • Balloons

To a lesser extent over the last few years additional popular add-ons include:

  • Candles
  • Fragrance Diffusers
  • Hand Creams

When to offer cross selling items?

The best time to offer a cross sell item is when the customer is choosing the main floral product.  Allow them to add them directly their order in the same screen as the add to cart button on the product page.

Florist cross sell on a product page

It’s not necessary to add addons as a menu link for customers.  It should be a natural progression of choice from upsell to cross sell to add to cart.

Conclusions

Your florist website should have at least three upsell price options for each product and should offer complementary add on gifts such as chocolates, wine, teddy bears and balloons.

Flower Store In a Box provides your website with:

  • Up to 8 price points per product
  • Different images for different price points
  • Custom choosing the price point to be highlight
  • On Page Addons that auto calculate the total
  • Full customization of the add-ons to suit your specific business

Read more about product features here.

 

Drew Wentzel

Drew Wentzel

Drew Wentzel is the principal of enflexion with over 25 years of experience in developing web services and software, Drew has helped design and develop usable and functionality rich Internet applications and built online presences for a wide variety of industries including retail, government, hospitality, lifestyle, corporate and technology companies.

Tags: Marketing

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