The situation is this: a customer is already buying from you. How do you get them to spend more per order?
Price
If price is not tested, it is likely you're leaving money on the table.
Depending on the brand, I've found I can get away with a lot. Some things that have worked for me:
- Increasing price by a lot. ie: $49.99 to $79.99. Ironically, this has sometimes increased both revenue and total purchases.
- Increasing price by a little. ie: $62.99 to $63.99.
- An increase in price to an unusual price — like $52.97, $83.94, etc. Of course, this has to be in line with your brand.
- 9 centered pricing to 0 centered pricing. ie: $49 to $50.
Pre-Purchase Bundles
Some bundle ideas that have worked for me. Testing is key here.
- The obvious bundle. ie: Air fryer for $62.99. Air fryer + utensil set + silicone liners for $67.99.
- Greater quantity + discount. ie: Buy two get one free. Classic but works well.
- The slightly discounted bundle. ie: Air fryer for $62.99. Silicone liners for $29.99. Bundle together for $89.99 (compared to $92.98 bought separately).
In Cart Bundle
These appear in the cart (whether slide out cart, or cart page.)
- The candy bar purchase — a small, cheap item to add to the order right before purchase. Classic but good.
- In cart bundles. See the pre-purchase bundles, any of them can work here.
Immediate Post Purchase Discounts
These appear after the initial purchase is made, before the browser is closed.
- Thank you page bundle — add any of the pre-purchase bundles on the purchase page.
- Full page urgency offer — a limited time offer to buy another product or greater quantity which ends when the page is closed. I personally hate getting these, I feel like I'm getting scammed. But I've seen them work, even on me.
Post Purchase Communication Offer
Offers that come via email, sms, etc. after the initial purchase.
- Immediate — A bundle offer via email immediately after the purchase. Works because the customer is already looking for emails from you (confirmations, tracking, etc.).
- Next day bundle offer
- 2–6 day bundle offer
- 7–14 day bundle offer
- 14–28 day bundle offer
The key to all of this is testing and context. A premium brand will likely not offer post purchase bundle discounts. And you likely don't want to do all of these at once. Every single one of these has worked for me in some situation. Test, see what works. With time, tastes and behaviors change, and as such testing is never done.