#132: 3 ways to use repeat-buyer data to increase revenue.

Here’s how to make your upsells stand out.

Author

Allen Burt
December 04, 2024

No. 132: Hey all,

How can you personalize the customer experience to increase revenue?

Show the most relevant product to the customer at the right time.

First place to apply this is with upsells.

Here are 3 ways to make yours stand out using repeat-buyer data.

In this 1-min read, you’ll learn:

But first: quick announcement. We have a LIVE event next week you won’t want to miss…

📅 UPCOMING EVENTS

LIVE TRAINING: The Product Page Conversion Formula

What if you could design and launch a product page that’s guaranteed to convert new buyers?

Step 1: Learn what’s most important to different customers. 

Step 2: Organize this info the right way on the page. 

We’ll show you how - LIVE. 

Join us next week on Thursday, December 12th at 10am PT (1pm ET) for a FREE training. 

This one’s exclusive to you, our Commerce Lab reader.

Get ready to learn:

  • The anatomy of a successful & high-converting product page.

  • The exact layout we use for different verticals (CPG, fashion, apparel, beauty, health, etc).

  • An action-packed teardown of popular brand product pages.

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🎯 WEEKLY INSIGHT

Personalize the customer experience based on repeat-buyer data.

Repeat-buyer data tells you what most people typically buy next.

From here, it’s all about sharing this info in the right place at the right time.

Let’s explore a few examples.

#1 - Maximize sales with product pairings.

For a wellness brand that sells tea, we identified complementary varieties that amplify health benefits when combined.

With this information, we replaced a “You May Also Like” upsell with “Frequently Bought Together.”

Revenue increased by 50%.

Why? It tapped into what customers value – increased health benefits.

The upsell enhances the primary product's appeal, too.

#2 - Use common repeat purchases as a cart upsell.

One of our apparel brands specializes in baby clothing and accessories.

Returning customer data revealed that the most likely second purchase is their best-selling blanket accessory.

So, we added a "Best-Selling Blanket" upsell in the cart, and AOV boosted by 6%.

Right product, right time.

Position common repeat purchases where they're most likely to be added to an existing order.

#3 - Personalize upsells in quick view.

Have a large catalog? Don’t miss out on the cart.

For an 8-figure apparel brand, 4 cart features increased average order value by 10% with 11% more buyers completing checkout:

  1. A tiered shipping bar (“Add $81 to qualify for free shipping”)

  2. Free gift motivator (“Spend $200+ for FREE pants”)

  3. Personalized upsells (“Looks you’ll love”)

  4. Bold color checkout CTA (Black → blue)

The most prominent was the third: personalized product upsells.

Both the language and upsell are tailored to the buyer (“Looks you’ll love”), increasing impulse purchases.

If your quick cart features relate to popular search intent, you’re making it easy for them to find what they’re looking for.

Steps to Try Today

For a shopping experience that feels more personal:

  1. Maximize sales with product pairings.

  2. Use common repeat purchases as a cart upsell.

  3. Personalize upsells in your quick view cart.

Place product suggestions in the right location to increase desire.

Then, use real data to guide upsells and cross-sells to boost order value.

Try it and test!

🕙 WHAT’S BREWING

How Lane 201 boosted AOV by 10% with Rebuy’s Smart Cart.

📣 IN CASE YOU MISSED IT

These short reviews boosted conversions on mobile.

Why broad collections work best on the homepage.

How approval helps to validate shopping choices.

🗞️ NEWS HIGHLIGHT

Just 10% of top online retailers abstain from Cyber Monday promotions.

👀 FROM LAST WEEK

#131: Want to sell more bundles? Change your product image.

💡 ALLEN’S QUICK TIP

👊 STOUT SUCCESS

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That's all for today.

If you enjoyed this, please consider forwarding it to a friend, founder, or fellow marketer.

And if you have any comments/questions, I'd love to hear them.

Until next time.

— Allen