Offering relevant compatible products is a great way to offer a customer convenience and increased functionality while simultaneously giving your sales a much needed boost.
There are two kinds of products you have to recommend:
- Necessary accessories
- Products commonly used together
A number of products can’t function properly on their own. Take gaming PCs as an example. Nearly all retailers sell the system unit as a standalone unit since it’s the most important part of the gaming PC anyway. Yet, a system unit can’t function on its own. In order to use it, you need a monitor, keyboard, and a mouse.
PC’s aren’t the only ones. Apple shipped the iPhone 12 without a charger (don’t emulate them). Phones also require accessories like back covers and screen protectors which aren’t always included in a manufacturer’s packaging.
Barbecue grills are another good example. They need briquettes to work, and you need lighter fluid to light the briquettes. Since customers are going to buy these things anyway, they might as well spend that money in your store instead of taking it elsewhere.
Products commonly used together
These are in some ways comparable to accessories though their absence doesn’t make the primary product unusable in the same way the absence of a necessary accessory would. You can’t operate your phone without charging it for more than a day or two but you could probably live without earbuds. A washing machine doesn’t require detergent to operate but your laundry will be a lot cleaner if you use detergent.
Another category of products are those that complement each other. Think forks and spoons, pots and pans, plates and cups, rugs and drapes, or tables and chairs.
Fashion accessories can also be considered here. You could recommend a formal shirt and tie to a customer buying a suit. A floppy hat would go well with a sundress while a cocktail dress could be accompanied by matching heels and jewelry.
Keep price points in mind
A recommended product should ideally never cost more than the primary product. It’s an afterthought that you want the customer to tack onto their purchase without thinking too much about it. The cheaper it is, the quicker the decision will be made. If Jonah is buying a 300-dollar suit, a $200 Hermes tie will almost certainly be unthinkable.
Add to cart functionality
When recommending additional products, give customers the option of adding it to their cart directly instead of having them navigate to another product page. An “Add to Cart” button directly below the recommended product speeds up the decision-making process.