The first time I added an upsell to my checkout flow (a simple $9 PDF add-on to a $37 course), my average order value jumped from $42 to $57 in a week.
That might not sound wild, but for a solo creator like me? Game-changer. So I kept testing — price points, products, placement — and now upsells are baked into every offer I launch.
If you’re selling anything online and not using upsells, you’re leaving money on the table. Here’s what I’ve learned — the good, the bad, and the stuff no one talks about — in these 7 practical, battle-tested tips for increasing order value with upsells.
1. Keep It Relevant. Like, Hyper Relevant
Ever been asked to buy something that had nothing to do with what you were getting? Yeah, me too. I once saw a “related” upsell for a kitchen timer after buying a digital planner. Huh?
The best upsells feel natural — like, “Oh, yeah… that makes sense.” So if someone buys a skincare set, offer a refill or a travel version. If they grab a writing course, offer bonus templates. Think: What would I need next?
Upsells work best when they feel like part of the original decision — not a random sales pitch. If you need help brainstorming offers that actually make sense, check out these best upselling techniques for online stores.
2. Use a “Yes Ladder” — Start Small, Then Go Big
This one’s wild — I first heard about it from a marketing podcast. The idea is: once someone says yes once, they’re more likely to say yes again.
So, instead of offering a massive upsell right away, start with a mini-offer — a “quick win” that’s low-priced but high-impact. Something like:
-
A $9 bonus ebook
-
A $12 audio training
-
A 1-click checklist
Then after they say yes, offer your premium add-on. Step-by-step works better than asking for a big jump all at once.
This is exactly the psychology behind a great upsell flow — and you can dive deeper into it in the psychology behind successful upselling.
3. Use Urgency But Not Fake Scarcity
I hate countdown timers that reset every time you refresh. It’s shady and people are catching on. But real urgency? That works.
Once, I added a 10-minute timer for a $29 upgrade (with a legit deadline), and conversions doubled. People don’t want to miss out, especially if it’s positioned as a limited-time bonus.
So yeah — urgency sells. Just make sure it’s honest. A great way to approach this without sleaze? Use the ideas from limited-time upsell offers that convert.
4. Show the Real Value
You know what makes people skip an upsell? Thinking it’s overpriced or unnecessary.
So break it down:
-
What are they saving by grabbing the bundle now?
-
How does it make their life easier or better?
-
What will they miss out on if they skip it?
Use short, punchy copy. Bullet points. Screenshots. A quick testimonial if you’ve got one. And always include a little comparison — “Usually $49, get it now for $19.”
Make them feel the value. Struggling with writing upsell offers that land? Read how to write high-converting upsell copy.
5. Don’t Be Annoying. Limit to One or Two
One time I tested offering three upsells in a row. Wanna guess what happened? Drop-off. Refunds. Confusion.
Upsells should feel helpful, not overwhelming.
My rule now: max two upsells — one low-ticket, one premium. And that’s it. Let the customer breathe. Let the buying experience feel good. Because that’s how you get them to come back later.
6. Use a 1-Click Upsell Button (No Extra Forms)
Okay, real talk — if I have to re-enter my credit card after just entering it? I’m out.
Use tools that allow 1-click upsells after checkout. Payhip has this. ThriveCart, Kajabi, SamCart — they all support it. If the upsell flow isn’t smooth, you’ll lose people. Period.
Make it frictionless. That one-click magic is what turns a $30 order into a $60 one. Here’s a guide to one-click upsells and how to implement them the smart way.
7. Test One Thing at a Time (Seriously)
Here’s the mistake I made early: changing everything at once — price, copy, design, offer. And then I had no clue what actually worked.
Now? I test one thing at a time. First the price. Then the product image. Then the upsell copy. It’s slower, yeah, but it’s how I doubled my upsell conversions in three months.
Track your numbers. A/B test. Use Google Analytics or just simple checkout reports. Data is gold, use it.
Final Thoughts
If I could go back and whisper advice to my past self, it’d be this: “Don’t be afraid to offer more value. People want it — you just have to show them how.”
Upsells aren’t sleazy when you do them right. They’re a service. A way to make your customer’s experience better, easier, more complete. And when you see that AOV climb day by day? Oh, it’s worth it.
Start small. One upsell. One product. Watch what happens. Tweak and test. Then scale it.
Trust me, that “extra” product you thought nobody needed? It might just be the one that doubles your sales.