9 Tips to A Most Jolly Holiday Selling Season (Page 3)

8 . Recognize the life-time value of customer - Blitzen makes the case that obtaining a new customer always costs more than selling to an existing customer and during the holiday season this may be even more so. Learn about how much money repeat customers are worth to you and factor that into how much you can profitably afford to spend on new customer acquisition. The key here is to understand that your goal is likely long term revenue generation.

Be sure to have loyalty and promotional plans in place to quickly convert these new customers to repeat buyers.

9 . Take advantage of cross-sell opportunities - Finally, Rudolph wants us to remember that many times when your customer buys 1 product from you, they can be easily swayed into buying additional products at the same time.  Make it easy for the customer by promoting these cross-sells at checkout time. If your web analytics has a merchandising functionality, you'll be able to see which of your products tend to sell well together.


A Quick & Easy Example

Let's see how easy it is to discover your cross-sell products by using the 1 analytics report that can greatly increase your average order value.

If you're using Conversion Analyst, after logging in to your account, select the date range for the cross-sell data you'd like to review, preferably from the last holiday season if you have that data. 

Next, locate and click the "Marketing" button in the "Reports" section on the left hand side of your browser.

Now locate and click the "Cross-Sell Analysis" button.

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