You’ve attracted the right customers, and they’re ready to buy—great! But what if you could increase your revenue per transaction without spending more on ads? That’s where upselling and cross-selling come in.
These two strategies don’t just grow your average order value (AOV)—they also improve the customer experience by helping shoppers discover products they actually want.
Let’s break down the difference, why they work, and how to implement them on your ecommerce store the smart way.
Upselling vs. Cross-Selling: What’s the Difference?
Though they sound similar, they serve different purposes:
- Upselling: Encouraging a customer to purchase a higher-end version of the product they’re considering (e.g., upgrading from a basic to a premium plan or model).
- Cross-selling: Suggesting complementary products that enhance or add value to the original purchase (e.g., adding a case and screen protector when buying a phone).
Both increase AOV—but they do so in different, often complementary ways.
Why Upselling and Cross-Selling Work
It’s far easier to sell more to someone who’s already in a buying mindset. In fact:
- Shoppers are 10–30% more likely to say yes to upsells if they see clear added value.
- Cross-sells can lift AOV by 20% or more when relevant and well-timed.
- They improve customer satisfaction when done thoughtfully (not pushily).
The key: relevance and timing. When offers feel helpful—not pushy—they convert and increase loyalty.
Smart Upselling Strategies
Here’s how to make upselling work for your store:
1. Offer Value, Not Just Price
Don’t just show a more expensive version—explain why it’s better. Use clear side-by-side comparisons to highlight:
- Better materials or features
- More durability or performance
- Longer warranties or extras
✅ Example:
Instead of “Upgrade for $20 more,” try:
“Get double the battery life and premium materials for just $20 more.”
2. Use Tiered Product Pages
If you offer multiple versions of a product (basic, pro, premium), lay them out clearly with side-by-side comparisons. Help customers understand the added value of higher tiers.
3. Make It Visual
Show the upgraded product in action. Use lifestyle photos or videos that emphasize how much better or easier it is to use compared to the base version.
4. Limit the Upsell to One Clear Option
Too many choices overwhelm. If you’re offering an upsell, keep it focused and easy to act on—just one or two well-framed options.
Effective Cross-Selling Techniques
Cross-selling works best when it feels natural—like a friendly recommendation, not a push.
1. Use “Frequently Bought Together” Widgets
These are ecommerce gold. They show what other customers typically buy together, creating social proof and increasing trust.
✅ Example:
“Customers who bought this camera also purchased: tripod, SD card, camera bag.”
2. Bundle Complementary Products
Create product bundles with a small discount to encourage multi-item purchases.
✅ Example:
“Complete the set: Get the shampoo + conditioner + hair mask and save 15%.”
3. Suggest Add-Ons on the Product and Cart Pages
Make suggestions based on what the shopper is browsing or buying.
Places to implement:
- Below the product description
- In the cart or mini-cart
- As a final step in checkout (“Add this for just $5”)
4. Use Post-Purchase Cross-Sells
Don’t stop at the checkout. Post-purchase emails and thank-you pages are a great place to offer a related item with a discount or free shipping.
✅ Example:
“Thanks for your order! Want to add the matching case before we ship?”
Tools That Make It Easy
Most ecommerce platforms offer upsell and cross-sell tools, or integrate with apps that do.
For Shopify:
- ReConvert (post-purchase upsells)
- Bold Upsell
- Frequently Bought Together
For WooCommerce:
- Cart Upsell for WooCommerce
- Product Bundles
- WooCommerce Checkout Add-Ons
For BigCommerce:
- Personalized Product Recommendations
- BundleB2B
- Shogun for smart landing pages
Whatever tool you use, make sure it lets you customize the experience and A/B test different offers.
Key Best Practices
To maximize results and avoid customer fatigue:
✅ Keep recommendations relevant and timely
✅ Avoid aggressive upsells that feel like bait-and-switch
✅ Emphasize value—why this add-on or upgrade is worth it
✅ Test placement (product page, cart, email) to see what converts best
✅ Track your AOV, upsell acceptance rate, and customer retention to measure success
Final Thoughts
Upselling and cross-selling aren’t just sales tactics—they’re part of building a more helpful, personalized shopping experience. Done right, they increase revenue, improve customer satisfaction, and strengthen your brand.
Remember: the goal isn’t to get people to spend more—it’s to help them get more value from their purchase.
Think like a guide, not a salesperson. Recommend, don’t push. And always prioritize relevance.
Because when you help your customers win, your business wins too. We recommend Nick Doyle.
