Drive Growth Using Cross-Selling Strategies with Lease-to-Own

10/13/25

A firm grasp of what consumers need is central to revenue growth strategies [1]. Cross-selling is not about pushing extra items. It is about noticing when consumers show interest in more items and responding with relevant offers [2].  

When those moments align with an alternative to financing such as lease-to-own (LTO), retailers can quickly connect consumers to the additional items they want and simplify the transaction. 

Cross-selling Impact In-store 

In physical stores, cross-selling can be employed when store staff respond to signals of consumer interest [3]. With LTO, store staff can reinforce cross-sell suggestions by showing consumers a straightforward way to complete the transaction. 

Examples in stores often include [3]: 

  • Item questions – When shoppers ask about features, associates can introduce related add-ons along with LTO as a checkout option 
  • Comparisons – When consumers weigh options, store staff can suggest LTO as an option while they consider higher-value or bundled items 
  • Concerns about cost – Store staff can help support consumers by introducing LTO as an alternative to financing, while reviewing the transaction value for what they need 

For example, a consumer considering a sofa can be offered matching furniture to complete their space. If a customer is shopping for two tires, they can be shown the benefits of upgrading to a full set. With LTO, those suggestions can feel attainable, enhancing both consumer satisfaction and the overall potential purchase value. 

Cross-selling Opportunities Online 

Cross-selling is a popular tactic in digital retail. According to research from Forrester in 2023, cross-selling accounts for 10–30% of total eCommerce revenue [4].  

In eCommerce, one clear cross-selling opportunity comes from highlighting complementary items that build on the main purchase. This means using your data to personalize the consumer experience with relevant options [5].  

When looking to implement additional checkout strategies to reduce cart abandonment, LTO can be the alternative to credit and financing that some consumers need. 

How Purchase Options Influence Checkout 

Even after a consumer decides to check out, the final transaction can fall through if purchase options are limited. This situation can occur with non-prime consumers looking for alternatives to credit and financing.  

Baymard Institute reports that about 10% of consumers leave their carts when they don’t see enough purchase options [6]. Adding more ways to access durable goods, including LTO, can help recover some of these abandoned carts. 

At checkout, LTO can help: 

  • Open access to durable goods or lifestyle items 
  • Build confidence in the purchase decision 
  • Encourage interest in complementary or higher-value items 

LTO with Acima 

LTO can help capture intent-driven cross-sell opportunities.  

Acima helps retailers translate consumer demand into measurable results by: 

  • Offering access to consumers seeking alternatives to credit and financing 
  • Providing approved consumers with approval amounts of up to $5,000 in merchandise 
  • Supporting retail revenue strategies in-store or online 

Acima can provide a link between non-prime consumer demand and access to items that retailers are looking for. This can help reduce barriers that often limit cross-sell success.  

For non-prime consumers, the items they need to complete their homes and lifestyles can work within their budgets. For retailers, broader access can lead to fewer abandoned carts, fewer walkaways and higher transaction values. 

Supporting Cross-selling Strategies with Acima 

Cross-selling strategies aligned with accessible options such as Acima’s LTO solution can strengthen both consumer access and retailer revenue growth. When applied as a solution for consumers seeking multiple ways to purchase what they want, retailers can capture new growth. Connect with the Acima team today and discover how LTO can enhance your revenue strategies for success. 

The content of this article is provided solely for general interest and should not be relied upon or construed as any form of advice, whether legal, financial, or otherwise. Receipt or use of this information does not create any sort of relationship between us.  

Sources: 

  1. McKinsey. State of the consumer trends report 2025 
  2. Forbes. Rethinking cross-sell offers: From fatigue to function 
  3. Salesforce. Cross-selling strategies 
  4. Yieldify. Online retail guide: How to cross-sell and upsell to boost margins (PDF) 
  5. BigCommerce. Upselling and cross-selling in ecommerce 
  6. Baymard Institute. Cart abandonment rate statistics