Since the dawn of commerce, merchants have always looked for ways to increase their sales. Discounts, upselling and cross-selling techniques, psychological tricks, and many other techniques have been invented to achieve that goal. Product bundling is one such technique you can use to increase your sales.
This article will explain the method of product bundling and will discuss the benefits it can create for your business. We will also provide some tips regarding product choice when creating your bundling strategy.
What Is Product Bundling?
Product bundling is a technique where several individual goods or services are sold together as a combined package. The price of the combined package or “bundle” is lower than the total price of each good. The main goal is to increase the number of items sold in one purchase while providing customers with a good discount.
Common examples of product bundles are shaving kits, value meals at restaurants, skin-care sets, or make-up sets. Companies mainly sell products that are complementary to each other or products that are usually bought together.
Which Products Can You Bundle?
The best approach you can take to create product bundles is to put goods that complement each other or can be used together in the same deal. Your product bundles should make sense. Putting together unrelated products, like car accessories and hair conditioners will not be a good strategy. The person who will be interested in one product might be uninterested in the other.
Start with what your customer might need to use with a certain product you are selling. For example, putting a toothbrush and toothpaste in the same bundle makes sense, as someone who will use one will need the other. Same with a smartphone and a power bank, or a desktop computer and a keyboard.
You can also learn what products you should bundle directly from your customers. With the help of customer data and sales analytics, you can find out what each customer buys. Then, you can track which products are usually bought together, or bought by the same individual in close intervals. If there is a certain pattern, you can create a bundle for it! For example, if shoppers are buying a certain shampoo with a certain conditioner, you can bundle them together.
Moreover, if you aim to quickly sell certain types of products in your inventory, product bundling may assist you, especially also if it’s integrated with an inventory clearance.
Advantages Of Product Bundling
Product bundling is a great pricing strategy, as well as an excellent way to upsell and cross-sell a wide range of products.
Creating specialized product bundles will increase the sale volume of each purchase, as well as improve customer satisfaction and loyalty. If customers find out that they can come back to your store, and reliably find bundles they are interested in, they will take notice.
The three main benefits you will reap from a good product bundling strategy are increased sales volume, improved customer experience, and savings on marketing and shipping. We will explain each entry in detail below.
Increases sales volume
Each shopper has a specific price they are willing to spend on a product, we call the difference between that price and what they will pay consumer surplus. The main benefit of product bundling is getting the maximum amount of customer surplus. This way, customers will feel like they are getting everything much cheaper, much easier.
Now, when customers feel like they are getting everything for a steal, they are more likely to spend more money. A product bundle is offered at a discounted price, but it will still make your customers buy more. The profit you get from each product might be lower, but as the customers are buying more, your sales volume will increase.
One other metric we need to discuss is the average order value.
This metric is a significant variable for the growth and success of any e-commerce business. It signifies the average amount customers spend on each order. Bundling strategies will increase your total revenue by improving your AOV.
Improves customer experience
Product bundling increases customer loyalty by providing them with a simpler, more streamlined customer experience. With a good strategy, your customers will have the option to choose products or services that are grouped with their needs and wants in mind. They will appreciate the ease of being able to buy complementary products at a discounted price.
Product bundling will also remove the need for customers to spend their time deciding which product to buy. Options are great, but having too many of them will create what we call analysis paralysis, where a person is unable to take action because they are overwhelmed by all the options available.
By having already grouped bundles, your customers can buy multiple products they need or might need in the future at the same time. This way the time they need to spend on analyzing their options will be less.
Save on marketing and shipping
Product bundling will most likely save you a great amount of money on marketing and shipping since the key aspect of bundling is to sell more items in a single order. When a single person buys several goods in the same transaction, you will be able to ship multiple products together, which will be cheaper than distributing them individually.
When a large purchase is made by a single individual on your site, the pressure to market your business will also decrease. Selling multiple products in the same transaction means that the customer is most probably buying a product that has not been marketed to them by you. So you will be selling some items without marketing costs.
You will also have the option of bundling deadstock items with popular items. So instead of creating a discount campaign or marketing strategy just to get rid of your underperforming products, you can use product bundling to get your investment back.
6 Strategies for Product Bundling to Increase Conversion Rate
Bundling provides the possibility to increase your revenues significantly. It requires some knowledge and experience to execute it correctly. Here are six suggestions to help you achieve a successful product bundling strategy.
1. Promote Additional Products With Your Bundles
Creating product bundles to advertise new products is a fantastic method. Offering discounts for new products with your popular products on the side will attract your customers to buy bundles.
With this strategy, you can easily tell your customers about your latest products and convince them for more purchases if you provide a good discount rate. Bundling will not only allow you to grow sales without spending extra money on marketing.
2. Allow Your Customers to Create Bundles
You can give the ability to your customers to create their bundles by letting them choose products they would like to purchase by creating a specific catalog.
Letting your customers create bundles themselves is a great way to promote and grow sales. By doing this, you will encourage your customers to buy more. They will add more products to their basket by trying to chase a bigger discount. It will also increase the satisfaction level of your customers.
You should also familiarize yourself with the terms pure bundling and mixed bundling. Whereas pure bundling does not offer each product in the bundle separately for the customers to purchase, mixed bundling offers all of the products in the bundling package to be sold separately.
3. Offer A Variety of Bundles and Complementary Goods
Offering a variety of bundles will improve your chances of attracting more customers. Try to be clever when you are pairing your products. Avoid randomly pairing products that are not related.
Bundling complementary goods will always be a plus. Complementary goods are products or services that provide value to another product or service. An instance of complementary goods would be a torch and a battery. A torch utilized by batteries is only helpful if we use the battery in it, and thus both products exist with the support of each other and are not worth it without the other. Selling complementary goods will naturally make you sell the other.
4. Make Sure That Your Customer Knows How Much They Can Save
A bundle’s main selling point is the amount of money a consumer can save. Make sure that your customers know how much more they would save by getting a bundle instead of ordering items separately.
Customers who feel like they had a great deal will be pleased and more likely to revisit your store in the future.
5. Apply it As A Closing Strategy
A buyer may sometimes hesitate to complete a transaction. Offering incredible bundles on your e-commerce site might push the customer to pull the final trigger and decide to buy.
6. Review Your Data
Make sure to experiment with your bundles to provide the best possible deals. By comprehending which bundles are selling the most and gathering detailed customer data, you’ll be able to make better judgments on bundling in the future to maximize your profits.
What Should be Considered in Product Packaging?
Companies should focus on product packaging to provide a unique service that attracts the attention of the customers.
First of all, the protection of the products is essential; therefore adequate packaging that protects the products during transit and handling should be a priority.
After making sure that the products are safe, packaging can be turned into a personalized experience with eye-catching designs, and appropriate use of your colours and logo to reinforce branding.
Takeaways
Incorporating various types of product bundling into your sales approach can be a highly effective tactic to boost your sales. Whether you organize an inventory clearance, a mixed bundling, or a pure bundling, you can bundle a range of products together, from different product lines, and sell them as a single unit at discounted prices.
You can even experiment with letting customers create their custom bundles or use an algorithm to generate personalized bundles based on customer behavior. Not only can bundling result in increased sales, but it can also boost customer satisfaction.
By offering reduced prices on bundles, you can entice your customers to purchase several products that may not have been sold separately. Product bundling requires strategic planning to determine the optimal product combinations and pricing alternatives.
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