Maximize AOV with Effective Upsells on Your Shopify StoreMaximize AOV with Effective Upsells on Your Shopify Store
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Razvan (Alex)'s avatar
Razvan (Alex) Grigoriciuc
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Removed the cart upsells on a client's Shopify store last month. AOV dropped 14% in two weeks.
Put them back. AOV recovered.
The reason I ran the test in the first place is that the client felt the upsells were "too pushy."
Their customer service team was getting occasional complaints.
The cart drawer felt cluttered. It seemed like the right move.
It wasn't.
Here's what actually happens when someone reaches the cart on a Shopify store:
They've already decided they want the product. They're past the consideration phase. Their wallet is open. They're in buying mode.
That moment is the highest intent window you'll get in the entire customer journey.
Removing relevant suggestions at that exact moment is leaving money on the table.
But here's the nuance most store owners miss:
Cart upsells only work if they're actually useful. Random "you may also like" garbage doesn't convert. It just clutters.
The upsells that lift AOV consistently are the ones that solve a problem the customer didn't know they had.
Buying a skincare serum? Suggest the matching moisturizer. Buying a single bottle? Show the savings on a 3-pack. Buying a t-shirt? Recommend the matching socks.
The store owners who hate their upsells usually hate them because they're bad upsells. Not because upsells are wrong.
If yours feel pushy, that's a signal to fix them, not remove them.
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