September 9th, 2010 | 1 MIN READ

Cross-Sell a Product With Itself to Improve Conversion?

Written by author_profile_images Linda Bustos

Linda is an ecommerce industry analyst and consultant specializing in conversion optimization and digital transformation.

Surely it doesn't make sense to cross-sell a product with itself, does it?

At the 2010 Internet Retailer Conference and Exhibition, Jay Greenberg, VP of Ecommerce at Spencer's Gifts shared how he and his team A/B tested that very thing. It proved to lift conversion rates for products when they were shown in the product recommendations area.

Note that the cross-sells were labeled "People who liked this item ultimately bought," which is more relevant and persuasive than "Related Items" or "You might like," for which repeating the item might appear to be a mistake.

Dare to test this for yourself?

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