How to Boost Sales Through Cross-Selling and Upselling, Part 1 of 2

4. Let customers sell to customers. Use product reviews, Dell’ Arciprete advised. “Customers want to know what other customers are buying and recommend,” he said. Customer reviews “give you credibility and make them more interested to come back to your site.”

5. Upsell in every channel. Upsell over the phone, on your Web site, in inserts in product shipments, in e-mails and in any other marketing vehicles you distribute. Have some of the offers be for a limited time; “This creates value,” Dell’ Arciprete said, “and a sense of urgency with the customer.”