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How to upsell on Shopify is an extremely helpful asset for a Shopify retailer to have. Your store can lose up to 30% of potential revenue if you’re not upselling your products. Upsell techniques are used by some of the fastest growing eCommerce brands such as Judith & Charles, Kerrits and Texas Dance Supply. In this article, we will show you the best practices to upsell on Shopify and boost up your store’s revenue:
Upselling is the practice of offering your existing customers complementary, recommended or higher tier products to add to their original sale. By using techniques to upsell on Shopify, you provide additional value to the purchase by giving your customer an opportunity for a full shopping experience at your store. For example, offering a complimentary top and sandals to someone purchasing a skirt.
When done right, upselling techniques introduce customers to more products that they could be interested in according to their current buy, while making sure that their spending is kept in-store – a customer purchasing a skirt could be looking for a top and shoes to complete their look, the question is whether or not they will buy it from you.
To upsell on Shopify, you need to start with thinking about the overall needs of your customers. It will only be beneficial to upsell when the combined offer adds more value to the customer than when buying the original item solely.
Let’s look back at the skirt – what is the added value to the customer when purchasing a skirt, a top and sandals all together?
And what’s in it for the retailer when making a sale of a complete look?
As you can see, it’s a win-win situation for both sides – the customer leaves your shop satisfied with everything they need and you increase your average order value.
Momentum is everything when it comes to upselling. The art of commerce is addressing the right need at the right moment. Doing it wrong can disrupt the shopper’s experience, increase mistrust, and result in cart abandonment.
When thinking of the perfect time to upsell, ask yourself – when would it make sense to offer related or complementary products?
You should start by identifying the moment your customer has the highest intent to buy. A good rule of thumb will be to embed the upsell offers naturally in your customer’s shopping journey and not to change it just for the sake of pushing more products. Shoppers tend to be more open to explore new products when they don’t feel coerced to make a deal through marketing tricks. You should be selling your amazing products, not sophisticated maneuvers.
Discounts are efficient when it comes to upselling. Shoppers may not see the benefit of adding bundled products to their cart because they don’t want to spend more money. This is where discounts come in.
You can use discounts to increase the fear of missing out (FOMO) and encourage customers to add more products now, rather than later. This is done by presenting an offer in which purchasing individual products is more costly than purchasing a discounted bundle of products. This way, the customer gets a great deal, while the retailer increases the average order value.
Pro tip: Don’t overdo it. If discounts are offered on a regular basis, the customers won’t perceive them as a once-in-a-lifetime deal and will want to wait for a better one to come along. Save the best discounts for the right moment, when shoppers are most keen to shop.
There are three popular discount types on Shopify:
As simple as it sounds. Give a percentage discount to customers who add the bundle to their cart. It can be used for almost any type of bundle. For example, get 10% off when purchasing a bundle of three t-shirts.
Offer a fixed discount for customers who add several products to the cart. Usually used with Pack Bundles. For example, pick any two bottles of wine for $50 instead of $60.
Offer customers a free product when purchasing another product or when spending a certain amount of money in-store. For example, buy a laptop and get a mouse for free.
Shopify provides a rich app store where retailers can find apps like PickyStory to help start upselling fast and easily. Once installing the app, it’s time to bring your upsell strategies to life by creating bundles of products that your customers will like. If you have multiple products and are not sure which ones should be bundled together, these apps provide automated bundles that are created based on best selling products through your store’s history, similar to Amazon’s Recommended Products algorithm.
Apps like PickyStory provide all of these features and are dedicated to help you upsell your products on Shopify. Here is how you can easily start creating bundles in just a few clicks:
Step 02: Once installed, Automated Frequently Bought Together bundles will be shown on your product pages, under the description section:
Step 03: You can also decide for yourself which items to insert into the bundle by creating manual bundles. On the app, click on Bundles.
Step 04: Scroll down to add a new manual bundle.
Step 05: Type in the products you want to be inserted into the new bundle.
Step 06: Create a discount and attach it to the bundle.
Step 07: Toggle on the enable discount option. Then, adjust the discount percentage and the minimum required quantity to qualify for the discount.
Step 08: That’s it! Go back to bundles, and preview your new bundle in your shop!
One of the most important features a Shopify upsell app can provide you with is a platform to measure your sales through your product bundles. This enables you to constantly optimize your shop’s performance, by testing different combinations and calculating which one’s are most suited for your store and provide the highest return on investment (ROI).
Here’s a simple way to measure ROI on a bundles app:
Upsell techniques are a quick, simple and efficient way to boost up the average order value (AOV) in your store. More and more retailers turn to use bundles to upsell on Shopify, as this tactic has proven itself to be one that leaves both sides of the deal satisfied – the customer and the retailer.
This way, you gain your customers’ trust as a high quality shop, while increasing your customer lifetime value – they will want to come back for more and you can spend less time and money on gaining new customers.
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