Effective upsells are one of the most direct and profitable ways to increase the average order value in your eCommerce. You don’t need more traffic or deeper discounts, just the right product at the right time.
And for that, placement matters. Integrating upsells both in the cart and on the product page can turn a simple purchase into a complete order. The key is doing it right: frictionless, relevant, and reinforcing the purchase decision.
It’s not about throwing random products at the customer; it’s about offering useful add-ons, contextual discounts, or clear incentives that make the extra item feel like a logical choice.
If this approach resonates with you, be sure to check out our article on How to Design a Promotional Campaign Without Eroding Your Margins, where we explore how to use discounts and gifts strategically.
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What makes an upsell truly effective?
A successful upsell isn’t just tossing products into the purchase process. It’s about offering a contextual, well-timed suggestion that the customer finds useful, relevant, and valuable.
- It doesn’t interrupt: It appears at just the right time, after the customer has made an initial decision.
- It doesn’t distract: It’s visually integrated into the experience without disrupting the flow.
- It doesn’t pressure: It offers a clear benefit (a discount, a useful add-on, a savings bundle) without being pushy.
Its role isn’t to push, it’s to accompany the purchase, offering something the customer might already want but hadn’t noticed yet. A good upsell increases average order value because it makes sense to the customer, not because you force it.
Product page upsells: The moment of highest intent
The product page is one of the best moments to introduce an upsell. Here, the customer is already in “buy mode” and more open to suggestions like:
- Logical add-ons: Accessories, extra sizes, or premium versions of the viewed product.
- Visible discounts: “Add another for 15% off” type deals, shown as visual blocks on the same page.
- Suggested kits: Think “Complete your costume with...” or “Add this and save more.”
With Planet, you can activate these upsells directly on the product page and control exactly which products to show, what message to display, and when.
Cart upsells: Reinforcement right before checkout
The cart is your last chance to boost AOV before payment. The key is to complement, not interrupt. Effective strategies include:
- Permanent, relevant offers: Like “Add this item for 10% off.” These aren’t tied to campaigns, but rather to ongoing contextual value.
- Well-selected complementary products: Show items that naturally go with what’s already in the cart (accessories, refills, premium versions), with added benefits.
- Low-cost related items: Small extras that require little decision-making.
Planet’s Smart Cart shows these upsells visually and dynamically, adapting to the actual contents of the cart.
Key elements of a successful upsell
An upsell isn’t just another block on a page; it’s a strategic opportunity to raise AOV if done right. You need to focus on three elements:
1. Relevance:
The upsell should relate logically to the customer’s chosen product.
The more contextual, the higher the conversion likelihood.
2. Clarity:
The benefit should be instantly clear within 3 seconds.
Use short, direct copy with obvious value.
Avoid vague or confusing promotions.
3. Frictionless Visibility:
The upsell must be visible but unobtrusive.
On the product page, position it just below the buy button or in a dedicated block.
In the cart, show it in an orderly, non-disruptive way.
The goal is for the customer to see it and want to interact with it, not avoid it.
What you get by integrating upsells into the purchase flow
- A direct increase in AOV without changing base prices.
- Higher conversion on complementary items.
- A more complete, fluid shopping experience.
- More revenue without needing more traffic.
Ready to improve every order?
Start today with Planet and turn every upsell into an easy, relevant, and profitable decision.
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