Three techniques for getting the most out of every visitor to your Shopify store

To make the most of the incoming traffic to your e-commerce, whether organic or paid, it is not enough to pay attention only to the conversion rate but it is also important to try to increase the average order value ( AOV ).

In this article we will describe three of the most used techniques in the most successful online stores.

When it comes to AOV , cross -selling , upselling and downselling are among the most effective sales practices as they not only aim to increase the average order value but also to keep the customer within your product or service ecosystem.

Cross Selling

Cross-selling is about offering your customers complementary products to those they have already purchased.

For example, if a customer has purchased a pair of shoes, you could also suggest accessories such as socks or a pair of colored shoelaces.

To make the most of this technique, it is important that the products offered are relevant and interesting for the customer, furthermore, it is useful to present the cross-sell options clearly and visibly before the purchase phase.

According to some latest statements by Amazon , 35% of its revenue comes from cross-selling while the industry standard is around 10%.

Upselling

Upselling is about offering your customers a superior version of the product they have already purchased or are planning to purchase.

For example, if a customer purchased a low-end product, you could offer them a deluxe or premium version of the same product.

To use upselling effectively , it is important to understand the needs and wants of customers, offering products or services that are truly useful and meet their needs.

Additionally, it is important to offer the Upsell at the right time, that is, when the customer is already committed to purchasing and is therefore more likely to consider the offer.

According to a study recently reported by smallbizgenius.net , the chances of selling to existing customers would be 60-70%, while the chances of acquiring new customers would be only 5-20%.

Downselling

Downselling is when you offer your customers a less expensive version of the product they have already purchased.

For example, if a customer has chosen a high-end product but then abandons their cart, you could offer them a cheaper version of the same product or a similar but cheaper product.

To make the most of this technique, it is important that the product offered is still valuable to the customer and meets their needs. Furthermore, it is useful to present the Downsell option in a positive way, highlighting the advantages of the product at a more convenient price.

Let's remember that, according to research by SaleCycle , 20% of users abandon their cart because they think the final price is too high. Therefore, implementing a downselling strategy would allow us to encourage at least some of this 20% of users to finalize their pending purchases.

How can these techniques be implemented effectively?

There are two ways to enrich your e-commerce with these sales methods:

To obtain professional results and be sure that these techniques have a positive effect on the turnover of your e-commerce, we recommend using the second approach also because this allows you to verify the effectiveness of the implemented elements through A/B tests , as explained in this article .

As a general rule, whatever the technical choice of implementation, to make the most of these three sales methods, it is important to know your target audience well and offer complementary or higher or lower-end products that are relevant to their needs and desires. In addition, it is important to present these options in a clear and convincing way, highlighting the benefits for the customer and trying to create a positive customer experience .