Incentivizing Customers to Increase UpsellsJanuary 4, 2017
Upsells are an important ecommerce tactic because they can increase customer satisfaction with an order while increasing your revenue. But, you don’t want your upsells to come off as pushy or be intrusive to the user’s shopping experience. As the saying goes, “you catch more flies with honey.” Consider these tips when crafting the messaging for upsell opportunities.
Well-timed discount incentives
Find creative ways to grab your customers at the end or near the end of their purchase journey with various discounts. Amazon.com’s “Subscribe & Save” program is a popular example of this tactic – with many prominent calls-to-action to increase the size of the subscription order to get an additional 10% off the total. Similarly, you can also opt to only show shoppers discounted items as upsell suggestions, encouraging them to take advantage of deals while they can.
Refined CTA messaging
You may be surprised by the effectiveness of changing passive calls-to-action on upsell suggestions. Instead of a standard “Products you may like” title, try something more engaging like “Must Haves” or “Perfect Accessories.” You can always use A/B testing to find the wording that’s most effective.
Free shipping with order minimum
Conditional shipping discounts are a great idea if you don’t have the capabilities to show users upsell suggestions that are either relevant to what’s in their cart, or based on their shopping habits and purchase history. More often than not, users will add items to their cart just to qualify for these types of promotions.