4 Best Practices for Digital Cross-selling in Banking

Make fewer offers
Providing too much choice can overwhelm customers. Limit the number of cross-sell offers to what the customer needs, using data to select the right offers at the right time. A laundry list of products makes it difficult for applicants to determine which offers are best for them — and you might end up selling high-service products to unprofitable customers. The right number of offers? Two or three.

Make it easy
Let current customers use a single sign-on (SSO) to respond to tailored offers. This pre-fills form data already on file — and lets customers skip annoying data entry and rigorous identity verification procedures required by Know-Your-Customer regulations.

Cross-selling from mobile banking
Responsive web design or apps that leverage smartphone or tablet cameras and touchscreens can make applying for accounts from a mobile device as painless as possible. Younger users are more likely to use mobile banking: 67% of those ages 18-29 with smartphones use mobile banking.* It’s a prime opportunity to cross-sell to and build loyalty with a new generation of consumers.

Bundle products smartly
Most new customers want both checking and savings accounts. Offer a package right out of the gate that bundles the two so you can focus on cross-selling higher margin products, like credit cards or home and auto loans.
*Board of Governors of the Federal Reserve System, Consumers and Mobile Financial Services 2016, March 2016.
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