How to increase AOV, without hurting conversion rates

I have a special Tuesday edition of The Commerce Lab for you today.

What I’m about to share with you is the formula we use to launch upsells and increase AOV for 8 and 9-figure DTC brands.

And, this Thursday I’ll be going LIVE with my good friend Erik Christiansen of Justuno, to show you how you can apply this formula to your brand to increase your AOV, without hurting your conversion rates.

But first, I want to share with you the 3 questions we always ask before launching an upsell or cross-sell offer:

1) Is the upsell or cross-sell price negligible compared to the main product?

All upsell and cross-sell offers start with a customer first choosing a product. We then pitch them to upgrade or add additional products to their cart.

A great upsell or cross-sell offer is one with a negligible cost as compared to the main product.

2) Is there an incentive to purchase now together, vs later separately?

As a buyer, why should I buy this offer now vs later? If I buy a pair of shoes, do I really also need a pair of pants now? What’s my incentive to upgrade my purchase now, vs coming back to buy it later?

3) Does the upsell or cross-sell offer make the main product more valuable or desirable?

The perfect upsell makes the original product better. It’s like buying peanut butter and getting an offer for jelly. The combination is better than each separately.

This week on Thursday, I’m going to show you how we utilize this framework to craft the ultimate upsell and cross-sell offers. Where to place them on your site. And how to ensure they increase your AOV without hurting your conversion rates.

And, if you show up LIVE on Thursday, we’ll review your site and show you exactly how you can apply winning upsells for your brand. See you there.

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📅 UPCOMING EVENTS

LIVE TRAINING - The Upsell Formula: How to Increase Your AOV, Without Hurting Conversion Rates

Learn how to increase AOV and maximize your revenue per site visitor.

We'll show you the exact upsell, cross-sell, and bundling strategies working for other 8 and 9-figure e-commerce brands right now.

Join us next week on Thursday, January 23rd at 10am PT (1pm ET) for a FREE training.

Get ready to learn:

• The upsell strategies working for 8 and 9-figure brands in 2025

• Where to place upsells on your site for maximum results

• Examples from CPG, Apparel, Luxury, Health and more

• A LIVE teardown of popular brand upsells, cross-sells and bundle offers.

Then, ask all your questions LIVE with Blue Stout experts.

Can’t make it? No worries. We'll share the recording with all who sign up.

That's all for today.

Until next time.

— Allen