In eCommerce, the cart isn't just the final step before purchase, it’s also a crucial opportunity to increase order value. That’s why more and more stores are implementing upselling strategies directly in the side cart. However, not all upsells are effective: when poorly executed, they can cause rejection, distraction, or even abandonment.
In this article, we’ll go over the most common mistakes when applying upsells in the cart, and how to avoid them so they work.
With Planet, you can display relevant, segmented, and frictionless upsells right where they matter most: in the side cart.
Activate Planet in your Shopify store and turn every cart into a sales opportunity.
And if you need inspiration for what types of products to suggest, don’t miss this related article: Products to Suggest in Your Cart Upsells.
1. Suggesting irrelevant products
Common mistake: Showing products that have nothing to do with what the customer has added.
How to avoid it: Use complementary or related items. If the customer buys a facial cream, suggest a serum or cleanser from the same line, not a lamp or a t-shirt.
On Shopify, you can use the Search & Discovery app to define product relationships and then use Planet to display those complementary or related products.
2. Showing too many options at once
Common mistake: Flooding the cart with 8, 9, or more product suggestions.
How to avoid it: Be selective. Two or three well-chosen upsells are more effective than five irrelevant ones. Fewer options = less friction.
3. Not highlighting the benefit
Common mistake: The customer sees an extra product but doesn’t perceive any clear value, so they ignore it or see it as a pushy sales tactic.
How to avoid it: Pair the upsell with a clear incentive message: “Complete your routine with this product” or “Perfect to use with your purchase.”
4. Showing upsells too early (or too late)
Common mistake: Triggering the upsell as soon as the cart opens, or waiting until the final checkout step.
How to avoid it: The ideal moment is when the customer has added at least one product and is reviewing their order. That’s when they’re most receptive. Don’t interrupt too early or distract too late.
5. Not optimizing the design or copy of the upsell
Common mistake: The upsell block goes unnoticed or looks like a generic ad.
How to avoid it: Make sure the design is clear, visible, and consistent with your store. Use copy that connects with the customer: “Perfect to pair with your purchase,” “Only today at half price,” etc.
How to Show Cart Upsells with Planet
With Planet, you can display product suggestions directly in the cart as automatic upsells. No coding or manual rule creation is needed within Planet, the related or complementary products are managed from Shopify’s official Search & Discovery app.
This is where you define which products are complementary or frequently bought together. Shopify uses a recommendation algorithm that you can customize in the interface by choosing what to show as suggestions for each product.
Once that’s set, Planet:
- Detects what products are in the cart.
- Automatically shows the related products defined in Shopify as a visual block inside the cart.
- Allows the customer to add them with one click, seamlessly and without friction.
Example: If you’ve defined in Shopify that the hydrating gel is related to the exfoliating sponge when the customer adds that sponge, Planet will automatically suggest the hydrating gel in the cart.
This system lets you combine Shopify’s recommendation algorithm with Planet’s ability to display it at the best possible moment in the purchase process, right before checkout.
Cart upsells are a powerful lever to increase average order value, when done right. The key is to be relevant, concise, and clear. It’s not about selling more for the sake of it, but about adding real value right before the customer pays.
Want to implement smart, error-free upsells in your Shopify store?
Start today with Planet and turn your cart into a true sales tool.