Boost AOV in one click with cross sells > Dec. 15

You probably already know about cross-selling. And you know it’s a bit of a risky game.

You don’t want to distract consumers from purchasing a product….but you also want them to fill up their cart with other products.

So what do you do?..

How about cross-selling after they’ve bought?

This is what ecom giants Amazon and Walmart do. And if you can catch your customers when they’re in the buying zone, you can make Amazon money.

In today’s Deep Dive, we’ll show you the simple way to allow your customers to fill their Christmas sack full of products in one click.

Let’s dive in!

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Boost AOV in One Click with Cross-Sell Products

The prime time to get anybody to buy is right after they’ve just bought.

By displaying cross-sell products on your ‘Thank You’ or Order Confirmation page, you can get second or third products added to the order before the shipment gets processed.

There are 3 rules to cross-selling 👇

1. The cross-sell products need to contribute to the buyer’s goal

2. They need to be lower in price than the initial product

3. You need customer research to know what they’ll want

If you can get these three things, you’ll get the maximum AOV from every checkout.

#1 - Help Your Customers Achieve a Goal

Your customers come to your store with a goal in mind.

If they’re looking for wall paint, they are likely about to do a project to redecorate some part(s) of their house.

Provide everything you can to help them achieve that goal.

So customer Steve probably needs more than just the tub of matt emulsion paint he just bought from you.

He might also need a new brush, roller, or apron… but those items slipped his mind because he was too busy cursing how he’s going to miss the weekend football.

The sooner he gets the house decorated, the sooner he can get back to watching the game.

#2 - Find the Extra Products They Need

We can have a good idea of what customers might need to achieve their goal, but to make sure you choose the products they’re most likely to buy, look through your customer data.

Shopify Behavior reports will show you which products your customers often buy together.

Another place you can learn what they buy is in customer service emails and chats.

If you’re already doing post-purchase cross-selling and want to increase AOV, run email surveys to your list. Ask your customers what they’d be most likely to buy together.

You can also purchase from your competitors to see if they offer cross-sell products.

#3 - Pick Something Cheaper

One way customers judge a product's value is by comparing its price to the cost of other products. What’s interesting, is they do this even for products that are different to each other.

So after a customer has bought your product, if you display cheaper cross-sell products, they’ll be more likely to buy than if you showed more expensive products.

This type of price comparison is called “price anchoring.” See how Walmart does it here:

Post-Purchase Cross-Selling: There’s an App for That

The easiest way to set up a post-purchase cross-sell on your store is by using an app like AfterSell (no affiliation).

These apps usually have a free tier to try out. Be sure to choose one that has one-click upsell and mobile optimization.

When you’re set up, experiment with:

🧑 Customer segments

⭐ Product reviews

💯 Discounts

🛍️ Products

💲 Prices

Test these combinations until you find the most profitable ones.

And that’s it! A simple way to allow customers to bump up their cart value in one click.

Join us next week when we show you how to align your checkout for smooth purchases, so you don’t lose out on sales this Christmas.

See you in a week!

The Early Checkout Team

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