Zara's Marketing Strategy| Upselling Secret in Zara's Business Model

Are you struggling with cross -selling and up-selling in your business?
“Unveiling the Secret Behind Zara's Successful Perfume Upselling Strategy!”
Get ready to learn how ‪@zara‬ nailed the art of upselling with their perfume collection!
Did you know that Zara's global revenue hit a whopping 19,586 million euros in 2021? And it's not just from selling clothes. Zara has a secret weapon - their perfume collection. Here's how they upsell and cross-sell their products at the checkout counter.
Picture this: you're waiting in a long queue at the Zara store. As you inch closer to the checkout, you notice a full stocked perfume rack. It's the perfect cross-sell touchpoint to grab your attention when you're not distracted with other items in the store.
Zara's perfume collection is strategically placed to increase the average basket size of the order. The average price point of a perfume bottle is between ₹300 to ₹1,500 which is 50% of the average price of Zara's outwear. It's a no-brainer for customers to add a bottle of perfume to their cart at that price point.
But that's not all. Zara purposely keeps the variety of perfume shades to a minimum - usually around 6 to 7. Why? They don't want customers to get overwhelmed with too many options. The goal is to pick and checkout quickly, without any confusion. It's a system designed for the world.
And let's not forget the captivating packaging. The Zara perfume packaging feels luxurious and makes it the ideal gift option. Who doesn't love a beautifully packaged product?
So, what can we learn from Zara's perfume upselling strategy? If you're in the business of cross-selling, pay attention to these key takeaways. First, capture your customer's attention when they're not distracted with other items. Second, keep your price point reasonable and attractive. Third, keep your product variety to a minimum to avoid confusion. And lastly, invest in packaging that feels luxurious and gift-worthy.
Zara's perfume strategy is a masterstroke in cross-selling. By adding perfumes to their checkout counter, they've increased their average basket size and revenue. So, if you're looking to increase your revenue through cross-selling, take a cue from Zara and add a complementary product to your checkout process.
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0:00 - Introduction
0:33 - How Zara up sell & cross sell their products
0:50 - Price point
1:28 - Packaging
1:38 - What can we learn from Zara's upselling strategy?