Best practices for checkout and post-purchase upsells

Across the Shopify Plus brands we work with, this is what works best for end of funnel upsells.

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Checkout page

1/ Keep the price <1/3rd of your AOV

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2/ Keep it simple

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3/ Don’t show too many options

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Think of any upsell action you’ve encountered in real life at the checkout register. The items are all rounders that are simple to understand and cost a lot less than what you’re buying. Think candy at the supermarket, car insurance renting a car, iPhone AppleCare,...

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Post-purchase page

1/ Price around 70% of your AOV

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2/ Add a meaningful discount of at least 20%

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3/ Show one of your bestsellers 

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You have more space on the post-purchase page, which allows to sell more complex products. The more a product costs, the more explanation the customer will want to see to make sure it’s a good purchase. 

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Selling cycling clothing and the customer just bought a kit (bib + jersey)? Offer another jersey at 40% off. Conversion will skyrocket.

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People are still in buying mode and are feeling the dopamine of having just completed a purchase.