This belt means I've made $1 million in upsell revenue with Zipify OneClickUpsell, my upsell and cross-sell app for Shopify.
(Actually my store has made $4.8 million, but we don't have a belt for that yet!)
How have I been able to generate so much upsell revenue? One of the reasons is because I'm always running split tests on my pre-purchase and post-purchase upsell funnels.
Here's a screenshot from the backend of the OCU app (this legacy version is no longer available), where you can see that my store made almost $4.8 million in upsells:
The strategy was pretty simple.
We always offer a discount on our upsells. It's one of the best ways to get upsells and cross-sells to work. However, we wanted to do something a little different.
Let's not increase the discount amount, let's just test the format of the discount.
In this series of tests we wanted to see if offering a discount in a specific dollar amount ($) might outperform a discount in a percentage off (%).
We were kind of surprised at the results...and just how profitable they were.
But before getting into this split test, I want to show you a pre-purchase upsell we're running for this product directly on the cart page.
We're not running a split test on this offer right now, but we do know that when you offer an upsell on your most popular product, it's always a good strategy to offer your second most popular product.
And this pre-purchase upsell is performing really well.
Ok so let's get to the split tests.
This is a post-purchase upsell, and instead of offering customers a different product like in the upsell above, I'm simply offering one more of what they just bought but at a discount.
In one variation of my upsell offer page I'm saying, "Hey, would you like to get one more of the product you just bought at a 21% savings?" (first image)
Then in another variation I'm saying, "Hey, would you like to get one more at $16.50 off?" (Second Image)
Besides the discount, the content on these upsell offer pages is identical: I have long-form left-right content, a call-to-action button, and then a second buy box with a timer.
The dollar amount offer is making me 20¢ more per person for everyone who visits this post-purchase upsell offer page.
So even though the discount is basically the same, the dollar amount discount is perceived at a higher value — pretty interesting!
But was it a fluke? I did another split test to see if the results would be the same.
Start your free 30-day trial to OneClickUpsell and you can leverage pre-purchase upsells in 2 ways: By adding additional items to the cart, and by replacing items with bundles / upgrades.
Many stores are seeing a $3 increase per offer view on average!
When someone buys my second most popular product (Boomstick Color), I offer them to upgrade to a bundle.
Unlike the last upsell that added another product to their order, this upsell actually replaces the product they have in their cart with a new item with a higher price point.
They get a small discount and in return I get a much higher order value. This pre-purchase upsell strategy is working really well.
Okay, now onto the second split test.
The second test is also for Boomstick Color, but this time it's a post-purchase upsell.
I'm saying, "Hey, add another Boomstick Color to your order and get 15% off." So they would pay $23.80 instead of $28.
On the other page in the test, I'm making essentially the same offer but saying, "...and get $6 off."
So the price difference is a little more in this test — $22 for the dollar amount vs. 23.80 for the percentage amount).
But again, everything else on the page besides the discount is exactly the same.
Even though I made slightly less from each person who accepted the dollar amount compared to those who accept the percentage off, the test shows that the dollar amount offer generated 60¢ more per person who visited the offer page — a 13.59% conversion rate on the dollar amount vs. 10.3% on the percentage offer.
Start your free 30-day trial to OneClickUpsell and you can leverage pre-purchase upsells in 2 ways: By adding additional items to the cart, and by replacing items with bundles / upgrades.
Many stores are seeing a $3 increase per offer view on average!
I have a similar test running where I'm doing 20% off vs. $9 off, which is about the same amount in savings. (On the 20% off page I'm selling it for $35.20 and on the $9 off offer page I'm selling for $35, a different of 20¢.)
And in the test, I got 73¢ per visitor on the dollar amount page vs. 51¢ on the percentage page.
Run this test on your own store: just set up some pre-purchase and post-purchase upsell funnels and split test a dollar amount discount vs. a percentage amount.
If you don't have the ability to split test upsells on your store, start a free 30-day trial to OneClickUpsell (my Shopify upsell app) to implement all the strategies I showed in this post, plus a lot more.
With OCU's built-in split testing functionality, it's easier than ever to become a true data-driven marketer.
★★★★★
Very good app with great support and resources to help you maximise your upsells. Has paid itself back within a few days. Really enjoy the resources Ezra shares about this app and e-commerce in general.
And at Zipify, we don't just help you implement upsells and cross-sells — we're always offering trainings on different topics to help you grow your brand.
I hope you give our apps a try. This has been Ezra Firestone.
Thanks for hanging out!
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