Increasing average order value by 25%: upsell strategies for e-commerce
Gabriel Ribeiro · 2026-10-07
Methods
1. identifying relevant complementary products
To increase average order value, start by analyzing customers’ purchase history. Use sales data to identify products that are often bought together. Tools like FreeSpy can help you spot trends and popular combinations. Focus on complementary categories, such as a mouse and keyboard or personal care products that fit into the same routine.
2. creating attractive bundles with a discount
Create product bundles that offer a discount compared to buying each item individually. For example, if a customer buys a shampoo, offer them a conditioner and a hair mask in a bundle with a 15% discount. This not only increases the purchase value but also creates a sense of savings. Test different combinations and discounts to find out which ones get the best response.
3. using pop-ups to make suggestions during the purchase
Use pop-ups during checkout to suggest complementary products. If a customer adds an item to their cart, a pop-up can suggest a related item, such as accessories or extended warranties. Keep pop-ups subtle and relevant so they don’t hurt the user experience. Test the pop-up’s placement and timing to maximize conversions.
4. training your customer service team to upsell
Invest in training your customer service team so they can spot upsell opportunities when interacting with customers. Teach them to ask open-ended questions that help them understand the customer’s needs and suggest additional products naturally. For example, when helping a customer who’s interested in a specific product, they could ask: “Have you considered using this product with [complementary product]?”
5. analyzing results and feedback to make adjustments
After implementing your upsell strategies, it’s essential to analyze the results. Track the increase in average order value and the conversion rate of suggested products. Use analytics tools to gather feedback on what worked and what didn’t. Make ongoing adjustments based on the data you collect, testing new approaches and revisiting your bundles and suggestions.
If implemented correctly, these strategies can help significantly increase average order value.
What percentage increase in average order value have you achieved with upsell strategies?