CrossSell Tab
The CrossSell tab identifies opportunities to offer additional products and services to applicants based on their profile and needs. This helps increase member value while providing beneficial services.
Tab Overview
The CrossSell tab displays:
| Section | Description |
|---|---|
| Recommended Products | AI-suggested offerings |
| Product Catalog | All available products |
| Presented Offers | Offers shown to applicant |
| Accepted Products | Products applicant wants |
| Cross-Sell History | Previous cross-sell activity |
Recommended Products
How Recommendations Work
The system analyzes multiple factors to recommend products:
| Factor | Consideration |
|---|---|
| Current Application | What they're applying for |
| Credit Profile | Credit score and history |
| Existing Products | What they already have |
| Demographics | Age, location, income |
| Behavior | Banking patterns |
Recommendation Display
Each recommendation shows:
| Field | Description |
|---|---|
| Product Name | Name of the product |
| Category | Product category |
| Match Score | How well it fits (High, Medium, Low) |
| Reason | Why it's recommended |
| Pre-Qualified | If applicant pre-qualifies |
Recommendation Categories
| Category | Products |
|---|---|
| Deposit | Checking, Savings, CDs, Money Market |
| Lending | Credit Cards, Personal Loans, Auto Loans |
| Insurance | Credit Life, Disability, GAP |
| Services | Online Banking, Mobile App, Direct Deposit |
| Investment | IRAs, Brokerage, Financial Planning |
Product Catalog
Available Products
Browse all cross-sell products:
| Column | Description |
|---|---|
| Product | Product name |
| Type | Category |
| Rate/Terms | Current rates or terms |
| Eligibility | Requirements to qualify |
| Status | Active/Inactive |
Filtering Products
Filter the catalog by:
- Product type
- Eligibility criteria
- Active/inactive status
- Member eligibility
Presenting Offers
How to Present
- Select products to present
- Click Present to Applicant
- Choose presentation method:
- During application (embedded)
- Separate email
- During branch visit
- Track presentation
Presentation Methods
| Method | Description | Best For |
|---|---|---|
| Embedded | Shown during application | Online applicants |
| Sent via email campaign | Follow-up | |
| Branch | Presented in person | Branch visits |
| Phone | Discussed over phone | Callbacks |
Tracking Presentations
| Status | Meaning |
|---|---|
| Not Presented | Offer not yet shown |
| Presented | Offer shown to applicant |
| Viewed | Applicant viewed details |
| Interested | Applicant expressed interest |
| Declined | Applicant said no |
| Accepted | Applicant wants product |
Accepted Products
When Applicant Accepts
If applicant wants an additional product:
- Product shows as "Accepted"
- New application may be created
- Or added to current application
- Process according to product requirements
Processing Accepted Products
| Product Type | Process |
|---|---|
| Deposit Account | Add to current application or new app |
| Credit Card | Separate credit card application |
| Insurance | Add-on to current loan |
| Service | Enrollment during/after funding |
Cross-Sell Offers
Pre-Qualified Offers
Based on credit pull, show pre-qualified offers:
┌─────────────────────────────────────────────────────┐
│ 🎉 You're Pre-Qualified! │
├─────────────────────────────────────────────────────┤
│ Visa Platinum Credit Card │
│ • Credit Limit: Up to $15,000 │
│ • APR: 12.99% - 18.99% │
│ • No Annual Fee │
│ │
│ [Learn More] [Accept Offer] [No Thanks] │
└─────────────────────────────────────────────────────┘
Offer Compliance
Disclosure Requirements
All offers must include required disclosures:
- APR and terms
- Fees
- Eligibility conditions
- Pre-qualification is not guaranteed approval
Cross-Sell Strategies
Complementary Products
| Primary Application | Recommended Cross-Sell |
|---|---|
| Auto Loan | GAP Insurance, MBI, Checking |
| Personal Loan | Credit Card, Savings |
| Mortgage | HELOC, Home Insurance |
| Checking Account | Savings, Debit Card, Online Banking |
| Credit Card | Checking, Auto Pay Setup |
Timing Strategies
| Timing | Strategy |
|---|---|
| During Application | Present 1-2 highly relevant offers |
| At Approval | Celebrate with additional offer |
| At Funding | Offer related services |
| Post-Funding | Follow-up campaign |
Reporting
Cross-Sell Metrics
| Metric | Description |
|---|---|
| Presentation Rate | % of applicants presented offers |
| Acceptance Rate | % of presented offers accepted |
| Conversion Rate | % of accepted offers completed |
| Revenue Impact | Value of cross-sold products |
Individual Performance
Track cross-sell by:
- User/processor
- Branch
- Product type
- Application source
- Time period
Configuration
Product Setup
Administrators configure cross-sell products:
| Setting | Description |
|---|---|
| Active/Inactive | Enable or disable product |
| Display Order | Priority in recommendations |
| Eligibility Rules | Who can see offer |
| Presentation Rules | When to present |
| Integration | How to process accepted offers |
Rules Engine
Configure when to recommend products:
IF credit_score >= 680
AND no_existing_credit_card
AND loan_amount >= 5000
THEN recommend "Visa Platinum"
WITH priority HIGH
Best Practices
Effective Cross-Selling
- Relevance - Only offer products that make sense
- Timing - Present at appropriate moments
- Value - Focus on member benefit
- Consent - Respect "no thanks" responses
- Compliance - Follow all regulations
What to Avoid
- Overwhelming with too many offers
- Pushing inappropriate products
- Ignoring decline preferences
- Missing disclosure requirements
- Hard-selling during sensitive moments
Member-First Approach
| Do | Don't |
|---|---|
| Offer relevant products | Push every product |
| Explain benefits clearly | Use high-pressure tactics |
| Accept "no" gracefully | Repeatedly offer declined items |
| Time offers appropriately | Interrupt important processes |
| Document preferences | Ignore previous responses |
Integration with Application
Embedded Cross-Sell
Products can be offered during the application flow:
- Application Start - Welcome bundles
- After Credit Pull - Pre-qualified offers
- During Terms Review - Add-on products
- At Acceptance - Complementary services
- Post-Funding - Follow-up offers
Separate Applications
Some products require separate applications:
- Credit cards (separate underwriting)
- Mortgages (different process)
- Business accounts (different entity)
Continue to Trade/Collateral Tab to learn about collateral management.