June 15th, 2008 | 1 MIN READ

Guided Selling: Do You Sell Products or Solutions?

Written by author_profile_images Linda Bustos

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

Ecommerce innovators like Crutchfield are upping the ante on guided selling with solutions-based product finders like Outfit My Car.

Using an advanced database of car makes, models and stereo, Outfit My Car suggests compatible gear including GPS, satellite radio, iPod players, speakers, subwoofers and video to match the customer's needs.

Plus, installation guides, video or articles for each category.

Or, you can use the Digital Drive Thru to find the accessories you need to hook up the iPod you have to your specific car make and model.

Crutchfield shows an installation diagram and accessory cross-sells.


These types of tools and resources can mean a lot of extra work, but they are also engaging, get you word-of-mouth, encourage repeat visits and guide customers to quicker conversion.

Even if you don't have a big budget, consider product finders based on product usage or purchase situation. An example of a less-sophisticated but useful product finder is CatToys.com's Shop By Personality section.

Don't forget, this Thursday from 9am PST / 12pm EST is our webinar on ecommerce innovation. You'll learn:

- Strategic areas where retailers are changing the game
- Interface advances that radically improve the customer experience
- Technology improvements that reduce effort and increase sales
- New and exciting business models
- Key steps to roll out your own innovations
- Ridiculously cool stuff!

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