How to use overlays for upselling and cross-selling
Website overlays can be powerful tools for increasing average order value (AOVs) through upselling and cross-selling. When implemented strategically, they can enhance the customer experience while boosting your bottom line.
Here’s how to effectively use overlays for these purposes:
1. Timing is crucial: Present upsell or cross-sell overlays at the right moment in the shopper journey. For example, show them after they add an item to their cart or during the checkout process.
2. Relevance is key: Ensure the products you’re suggesting are complementary, or closely related to the shopper’s current selection or browsing history. Use data analytics to inform your recommendations.
3. Highlight the value: Clearly communicate the benefits of the additional spend. This could be to qualify for free shipping, to make a saving on a bundle package, or offer enhanced functionality.
4. Use social proof: Incorporate customer reviews or ratings for the suggested products to build trust and encourage purchase.
5. Personalise recommendations: Utilise customer data to tailor suggestions based on past purchases or browsing behaviour.
6. Create urgency: Use limited-time offers, countdown timers or low-stock notifications to prompt quicker decision-making.
7. Keep it simple: Don’t overwhelm customers with too many options. Stick to one or two highly relevant suggestions, at the right time in their journey.
8. Offer bundle deals: Create attractive packages that combine the original product with complementary items at a discounted price.
9. Test and optimise: Continuously A/B test different overlay designs, copy, timing and offers to improve performance.
10. Consider post-purchase overlays: Use thank you page overlays to suggest additional items or accessories for the item just bought.
By following these strategies, you can create overlay experiences that not only drive additional sales but also enhance the overall shopping experience for your customers. Remember, the goal is to provide value and convenience, not to push unwanted products. When done right, upselling and cross-selling overlays can significantly boost your average order value while maintaining customer satisfaction.
Whether your goal is to increase sales, boost AOVs, acquire new customers, manage inventory, or all of the above, our intelligent technology and technicians (including CRO experts and designers) can help you achieve them – book a demo to or download our case studies to learn more.
