Make Your Investments Last
As an online retailer, you probably invest a tidy sum to attract consumers to your site. The last thing you want is for prospects to land on a product page and click away immediately because they didn’t see exactly what they’re looking for.
Fortunately, there are ways to make your product detail pages (PDP) work harder for you by keeping visitors on your site longer, thereby increasing the likelihood they’ll find what they need and even boost the value of their orders. This post examines the role that Magento’s up-sells and related products features play in promoting those goals.
Up-Sells and related products Defined
First things first, Magento defines up-sells and related products as they appear on PDPs in very specific ways. Up-sells aren’t necessarily more expensive products, in fact, as we shall see below, higher cost items may be a deterrent for some consumers. Rather, up-sells are similar products, ideally within the same price range, as the item the consumer has chosen to look at. Related products are accessories; if a consumer is on the product detail page of a ski jacket, related products may be ski gloves or a ski hat.
Let’s see how these features can work to your advantage.
Accommodate a Greater Range of Shoppers
It’s important to keep in mind that people come to your online store from different viewpoints. Some may be super familiar with a brand and know exactly what they want, while others are less familiar with a product category, and are exploring available options. As a retailer you need to accommodate both people at once, which can be a challenge.
This is where up-sells and related products excel. By displaying a range of additional options on a product detail page, the shopper who knows exactly what they want can add it to their cart and be on their way, whereas the shopper who is still in discovery mode will have the opportunity to compare products quickly, easily and conveniently. For this reason, we at Something Digital consider it a best practice to give both cross-navigation options a lot of weight.
Placement of Up-Sells and related products on Your PDPs
Obviously you want the product featured on the PDP to be most visible, but a best practice is to ensure that consumers can see additional options without squinting or opening a new browser tab. That means the up-sells and related products should display within the viewport to the furthest extent possible. If shoppers see they have multiple options in their desired price range, they’ll take the time to comparison shop, which in turn, increases the likelihood of a conversion.
Differentiate Between Up-sells and related products
Although we recommend using both up-sells and related products, take care that the two are easily distinguished on the page. Related products should have a different treatment than up-sells, so as not to confuse the customer. This is a mistake I frequently encounter as I shop the web. Up-sells and related products should be populated in different ways.
Avoid Sticker Shock
Up-sells in Magento are all about providing choice, and not getting a consumer to blow their budget. If a shopper is looking at a $200 ski jacket, it’s unlikely they’ll seriously consider buying one that costs $1,000. In this scenario, a best practice is to display a range of similar coats by different brands at the same price point (within $20 or so).
The same holds true for related products. If a shopper has a $200 budget for a ski jacket, avoid related products that are close to or above that price point. In other words, promoting a $20 ski hat or a $15 box of feet warmers will likely result in additional purchases, but not a $250 pair of ski pants or $300 pair of goggles.
Promote Comparison Shopping on Your PDPs
The main goal of up-sells is to cater to people who aren’t sure of what they want. The strategy should aid in their product discovery process, without the need to click between multiple pages and browser tabs. This is particularly critical for sites with hundreds or even thousands of product SKUs. No consumer has the time or patience to weed through 2,000 product pages, so when they select a specific item from your product listings page, they’re providing you with critical insight into their requirements. Use that as an opportunity to help them in their discovery process.
There are a variety of data points that help people compare products at-a-glance. Including things like price, consumer reviews or stars, along with a photo will help them compare products from the original product detail page they selected. We also recommend a brief description, including details like material, dimensions, or other features, so they can easily assess how each product differs.
If the product is one that relies on visuals, like a ski jacket, make sure the images of your up-sells and related products are large enough to assess and compare. Providing shoppers with pertinent details will help them compare products.
Consumers are more apt to purchase related products if they can add them to their cart or bag from the PDP of the main product they wish to buy. This isn’t a requirement for your up-sells but it’s definitely a good practice for your related products. By offering three or four related products, you allow the individual shopper to create a custom bundle. Incentives, such as free shipping or 10% off orders above $100, prompt customers to bundle.
Track Products of Interest
Consumers who are deep into discovery mode may find it difficult to keep track of or find products they’ve looked at previously. You can help them by adding a third-party plugin that allows you to show customers products they’ve already viewed. This will go a long way in helping them make a decision from a single page, which is precisely the goal.
Question or comments? We’d love to hear from you.