How can you cross-promote products in a retail store?

2 Know your customers

The next step is to understand your customers' needs, preferences, and behavior. You can use data from your point of sale system, loyalty program, customer feedback, or market research to segment your customers and create buyer personas. This will help you tailor your cross-promotion strategy to different types of customers and offer them relevant and personalized recommendations. For example, you can cross-promote products based on their purchase history, browsing behavior, or demographic profile.

3 Choose your products

When cross-promoting products, the most important factor is to select items that have a logical or emotional connection. Aim to offer products that add value, convenience, or enjoyment to the customer's purchase. When making your selection, consider compatibility, substitutability, and seasonality. For example, you could pair a coffee machine with coffee pods, or a dress with a necklace. Alternatively, you could offer similar items such as a premium shampoo and a regular shampoo, or a hardcover book and a paperback book. You could also match products to the current season or occasion, such as pairing sunscreen with a hat or a Halloween costume with a mask.

4 Display your products

The way you display your products can have a major influence on your cross-promotion success. You need to guarantee that your products are visible, accessible, and attractive to your customers. End caps at the end of the aisles are great for showcasing your best-selling or new products and cross-promoting related items. Baskets or bins near the checkout counter or in strategic locations around the store can contain small or inexpensive products that customers can easily grab and add to their purchase. Signs or labels that communicate the benefits, features, or prices of your products can be used to highlight discounts, bundles, or suggestions for your products. All of these methods are essential for driving sales and encouraging customers to buy more.

5 Train your staff

Your staff are your best asset when it comes to cross-promoting products, as they can interact with customers, understand their needs, and offer helpful and relevant recommendations. Therefore, it is important to train your staff to be knowledgeable, friendly, and confident in cross-promoting products. To do this, you can educate them on the features and benefits of your products and how they complement each other. Additionally, provide them with scripts or guidelines on how to approach customers and start a conversation. Furthermore, motivate them with incentives or rewards for achieving cross-promotion goals. Cross-promoting products in a retail store can be a powerful way to increase sales and customer satisfaction. By following these steps, you can create a successful cross-promotion strategy for your store.

6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?