Cart upselling is a sales technique that encourages customers to purchase additional or upgraded products when they're reviewing their shopping cart, just before checkout.
ecommerce tips
Shopify Cart Upsell Mastery: A 2024 In-Depth Guide
by Maya
Oct 25th, 2024
11 mins read
Shopify cart upsell strategies offer an effective way to increase your store's average order value and boost sales, especially during high-traffic periods like Black Friday Cyber Monday (BFCM). Forrester Research shows that product recommendations, including cart upsells can increase revenue by up to 30% on average.
In this comprehensive guide, we'll explore the power of Shopify cart upsell, providing you with step-by-step instructions, best practices, and real-world examples to help you implement this sales-boosting technique in your store.
Let's dive into the world of cart upsell and discover how you can leverage this powerful technique to grow your Shopify store.
1. What is Shopify cart upsell?
Shopify cart upsell is a strategic sales technique that encourages customers to purchase additional or upgraded products on the cart stage of their shopping journey. This method capitalizes on the customer's existing interest and buying intent, presenting them with relevant offers just before they complete their purchase.
Shopify cart upsell is an effective strategic sales technique
The main goal is to increase how much each customer spends for an order. You can do this by:
- The main goal is to increase how much each customer spends for an order. You can do this by:
- Suggesting related products
- Recommending product bundle offers, quantity breaks, upsurge offers
- Showing multi tiers to get a gift with purchase, order discounts or shipping discounts…
- Automated upsell triggers (when customers click checkout button)
To help you make the most of your upsell efforts, in the next part, let's compare cart upsells with other common upsell techniques and see why Shopify cart upsell can help your store transform.
To help you make the most of your upsell efforts, in the next part, let's compare cart upsells with other common upsell techniques and see why Shopify cart upsell can help your store transform.
1. 1. Shopify cart upsell vs. other Shopify upsell techniques
There are various upsell techniques in Shopify, like product page upsells, checkout upsells, and post-purchase upsells. These upsell techniques differ mainly in where and when merchants present offers during the buyer’s journey.
The choice of timing and placement depends on your selling strategy and can significantly impact your store’s AOV.
Upsell type
Positions
Customer behavior at this stage
Cart Upsell
On the cart page
Exploring product details, considering a purchase
During the checkout process
Reviewing items in their cart before proceeding to checkout
After the order is completed
Completed their purchase, likely open to impulse buys
Shopify cart upsells are particularly effective because they catch customers when they're ready to review their cart and make final decisions.
Shopify upsell on Product page
Key takeaway:
Choosing the right upsell method depends on your selling strategy. Whether you opt for cart upsells or another form, it’s essential to A/B test and refine your approach to find what works best for your store’s audience. Experimenting with different upsell placements can help you identify the strategy that drives the most sales.
1.2. Benefits of cart upsell
Implementing cart upsells in your Shopify store can provide numerous advantages:
- Increased average order value: By suggesting relevant add-ons or upgrades, you can boost the total purchase amount for each transaction.
- Enhanced customer experience: When done right, cart upsells can help customers reach products they genuinely need or want (especially discounted), making customers happier.
- Easily upselling: Cart upsells can capitalize on the customer's existing buying momentum, potentially leading to higher conversion rates for the additional offers.
- Reduced marketing cost: Upselling to existing customers is often more cost-effective than acquiring new ones, making cart upsells an efficient way to boost revenue.
- Data collection: Cart upsell interactions can provide valuable insights into customer preferences and purchasing behavior, such as which products they frequently buy together and their responses to different price points and offers. This data helps you understand which product combinations, pricing strategies, and timing of offers work best for different customer segments.
2. Step-by-step guidelines on implementing Shopify cart upsell
There are two main methods for presenting cart upsells, each offering unique benefits that can help you increase average order value (AOV) and provide a seamless shopping experience.
- Upsell in cart page: This method shows upsell offers right on the cart page. This is where customers review their items before buying. It's a great chance to suggest more products, encourage upgrades, or offer a free gift.
Shopify popup upsell in cart page
- Upsell in cart drawer:On the other hand, the cart drawer is a panel that slides out when a customer adds items to their cart. It lets them keep shopping without leaving the page. You can show upsell offers here to encourage customers to add more before checkout.
Shopify upsell in cart drawer
Next, let's look at the two primary ways to implement these upsell methods:
2.1. Using liquid & JavaScript code
This method involves custom coding to add upsell functionality to your Shopify store. Here's a high-level overview of the process:
- Access your Shopify theme code
- Modify your cart template (usually cart.liquid) to include a container for upsell offers
- Create a JavaScript file to handle the logic for displaying relevant upsells
- Use Shopify's Ajax API to fetch product data and update the cart dynamically
- Style your upsell offers to match your store's design.
Pros
Cons
- Full control over functionality and appearance
- No recurring app costs
- Potentially faster load times
- Requires technical knowledge or developer assistance
- More time-consuming to implement and maintain
- Updates to Shopify's platform may require code adjustments
Notice:
This method is for those with coding experience. If you're not confident in coding, it’s best to avoid this to prevent code conflicts. For more help, please refer to Shopify Developer docs or the Shopify Community.
2.2. Using third-party apps
This approach involves installing a dedicated upsell app from the Shopify App Store. In this guide, we'll walk you through a step-by-step process for creating a cart Shopify upsell campaign using a Shopify app. Keep in mind that setup steps may vary between apps, so be sure to consult the documentation of the specific app you're using or reach out to their support team if you need help.
Step 1: Find and install a Shopify cart upsell app
Start by searching for a reputable cart upsell app that fits your store's needs. Use keywords like “Cart Upsell,” “Upsell,” “Discount,” or “BOGO” to explore options in the Shopify App Store. Be sure to review the app’s features and pricing to ensure it includes the cart upsell functionality you’re looking for and aligns with your budget.
Start by searching for a reputable cart upsell app that fits your store's needs
Step 2: Choose your cart upsell strategy
Decide on the cart upsell approach that works best for your store. Some popular strategies include:
- Upgrade (Upsurge): Suggest a higher-priced version of the item already in the cart.
- Gift with purchase: Show reward bar in cart, encourage customers to choose upsell items to reach a spending threshold and unlock a gift.
- Order goal discounts: Show reward bar in cart, incentivize customers to spend more to get a discount.
- Shipping goal discounts: Show reward bar in cart, motivate customers to add more to get free or discounted shipping.
- Related product upsell: When customers click "Checkout," show them related products they might want to add to their order.
Some popular Shopify cart upsell strategies
You can also combine multiple strategies for an even more effective campaign.
Step 3: Configure campaign rules
Set up rules to determine when and which products to upsell, based on cart contents or customer behavior. Pay special attention to the description and subtitle, as these are critical touchpoints that help convince customers to complete their purchase.
Setup cart upsell campaign rule
Don't forget to choose the placement of showing on cart page/cart drawer.
Step 4: Customize the appearance
Adjust the design elements of your upsell offer, such as colors and layout, to align with your store's branding. You can also use seasonal templates to make your upsell stand out and grab attention.
Adjust the design elements of your upsell offer
Step 5: Test and monitor performance
Once your upsell campaign is live, thoroughly test it to ensure it functions properly. Keep an eye on key performance metrics to fine-tune your strategy for maximum effectiveness. Metrics to monitor include:
- Conversion Rate: How many customers accept the upsell offer.
- Average Order Value (AOV): Track how upsells are affecting the average cart value.
- Click-Through Rate (CTR): Measure how often customers click on the upsell offer.
- Customer Behavior: Observe whether customers are abandoning the cart or completing the purchase after seeing the upsell.
By tracking these metrics, you can optimize your upsell offers for better results.
Pros
Cons
- Easier to implement, especially for non-technical users
- Often includes additional features like analytics and A/B testing
- Regular updates and support from the app developer
- Monthly or annual fees for app usage
- Potential limitations in customization options
- May impact site load times
In summary, both methods can work well for adding Shopify cart upsells. Choosing between custom code and third-party apps depends on your technical skills, budget, and specific needs. Custom coding gives you more control but needs more expertise, while apps are easier to use but might be less flexible. Think about what your store needs and what resources you have when deciding which way to go.
Expert Tips:
Other quick cart page optimization strategies for your references:
1. Strategic placement of offers
- Above cart summary
- Beside cart items
- In cart drawer
2. Automated cart recommendations
- AI-powered product suggestions
- Smart bundle creation
- Dynamic pricing rules
3. Shopify cart upsell best practices and examples
3.1. Best practices to maximize the effectiveness of your cart upsells
To maximize the effectiveness of your cart upsells, consider these best practices:
#1 Smart cart upsell offers
- Relevance is key: Ensure your upsell offers are closely related to the items in the customer's cart.
- Timing matters: Present upsells at the right moment – usually after an item has been added to the cart but before checkout begins.
- Keep it simple: Don't overwhelm customers with too many options. One or two well-chosen upsells are often more effective than a long list.
- Use social proof: Incorporate customer reviews or "frequently bought together" data to boost credibility.
#2 Cart page optimization
- Optimize load speed: Improve load speed to ensure a smooth shopping experience.
- Clear CTAs: Use clear CTAs to guide customers effectively.
- Mobile-friendly design: Ensure your design is mobile-friendly to capture sales from mobile users.
#3 Upsell automation
- Set clear rules: Clearly communicate the benefits of the upsell offer, whether it's a discount, added functionality, or complementary use.
- Make it easy to decline: Allow customers to easily dismiss upsell offers to avoid frustration.
- Test and optimize: Continuously analyze your upsell performance and refine your strategy based on data.
#4 Pitfalls to avoid
- Overly aggressive upselling: Don't push too hard or too often, as this can annoy customers and lead to cart abandonment.
- Irrelevant offers: Avoid suggesting products that don't make sense with the customer's current cart contents.
- Complicating the buying process: Ensure your upsells don't significantly slow down or complicate the path to purchase.
3.2. Real-world examples
Let's look at some examples from Shopify merchants who have effectively implemented cart upsells:
Case study 1: Blingbling store
Bling Bling is a crochet store that launched a successful Halloween campaign by combining Gift with Purchase and Shipping Goals on the cart page. Their strategy used a seasonal template to align with Halloween, offering customers themed products and free gifts if their cart value hit a certain threshold. The cart upsell prominently displayed recommended complementary products like yarn bundles or crochet hooks, encouraging customers to buy more and take advantage of the gift promotion.
Combining Gift with Purchase and Shipping Goals on the cart page
Key Takeaway:
The combination of cart upsell offers with free gift incentives and shipping goals increased engagement and motivated larger purchases. Seasonal campaigns tied to holidays can be an excellent trigger for upsell offers.
Case study 2: Erethereal
Erethereal is a tarot store that effectively uses cart upsell strategies by displaying recommended tarot accessories with a countdown timer. They also use a shipping goal strategy, encouraging customers to add items like crystals, tarot bags, or additional decks to qualify for free shipping. This combination boosts average order value while enhancing the customer experience with items that complement their spiritual journey.
Displaying recommended tarot accessories with a countdown timer
Key Takeaway:
The integration of tarot accessories and free shipping goals encourages customers to make additional purchases, enhancing both the customer journey and revenue. Tailoring upsell offers to customer interests (in this case, spiritual tools) makes the strategy more effective.
Blingbling and Erethereal store are using Qikify Gift & Upsell app.
Refer top Shopify cart upsell apps to pick the most suitable app for your store.
4. Conclusion
In conclusion, adding cart upsells to your Shopify store can really boost your sales and make shopping better for your customers when done right. By following the steps and best practices in this guide, you can create a Shopify cart upsell strategy that not only increases how much each customer spends but also gives real value to your customers.
Remember, the key to successful cart upsells is relevance, timing, and always improving. Start small, try different approaches, and always put your customers' needs and experience first.
Ready to take your Shopify store to the next level? Start using these Shopify cart upsell strategies today and watch your sales grow. Don't forget to check out the Shopify App Store for tools that can help make your upsell process smoother and drive even more growth for your business.
5. FAQs about Shopify cart upsell
1. What is cart upselling?
2. Does Shopify have an upsell feature?
Shopify doesn't have a built-in upsell feature, but you can add this functionality using third-party apps from the Shopify App Store or custom code.
3. How do I add a cart upsell to Shopify?
You can add cart upsells to Shopify by either using a dedicated app from the Shopify App Store or implementing custom code using Liquid and JavaScript.
4. How do I choose the best products to upsell?
Yes, offering free gifts can be an effective cart upsell strategy. You can implement this using specialized apps or custom code.
5. Can I offer free gifts as part of a cart upsell strategy?
We typically ask for 1-3 business days for our team to pack and ship your full order. During promotional or holiday periods, your order will ship within 5 business days. Most orders will ship from our warehouse in Massachusetts, while a few low-inventory or specialty items will ship from one of our shops. To get your full order on its way, we occasionally ship from a combination of these locations, so you may receive several packages. If your order ships in separate packages, we will send you multiple tracking numbers.
6. How can I measure the effectiveness of my cart upsell strategy?
Track metrics such as upsell conversion rate, average order value, revenue per visitor, and cart abandonment rate. Use tools like Shopify Analytics and Google Analytics for in-depth analysis.
ABOUT THE AUTHOR
Maya Mai
Digital Marketing Specialist at Qikify
Hello! I am Maya Mai – digital marketer, storyteller, and creative thinker. My passion? Crafting impactful strategies and compelling narratives that help eCommerce brands thrive.
When I’m not immersed in marketing projects, you’ll find me exploring new skills—whether it’s learning design techniques, honing photography, or diving into research. For me, every day is a chance to create and grow.
Feel free to reach out! I’m always excited to chat about marketing, share insights, or explore exciting new collaborations. Let’s connect me on LinkedIn (or Facebook) and take your business to the next level!