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Funnel and growth

What is upselling?

Upselling is offering a customer a bigger, better or more expensive version of what they're already buying.

A real store example

BÉIS travel bundles page: over 350 Meta ads linked here.

The page sells luggage as two- and three-piece sets at up to 20% off. Offering the bigger set at a better price is an upsell: the shopper came for one suitcase and leaves with a matching set.

Open the pageSee their ads

Getting upselling right

  1. Offer the next size up, not a different product

    An upsell works when it's clearly the same thing, better: bigger pack, premium version, set instead of single.

  2. Show the saving per unit

    "$3 more for twice as much" is easier to say yes to than a bigger price alone.

  3. Place it before the decision

    On the product page or in the cart, before checkout, while the shopper is still choosing.

Ask Replo: "add a bundle offer to my best-selling product page".

Add a bundle offer

Or work it out with the AOV calculator.

Upselling questions

What's the difference between upselling and cross-selling?
Upselling offers a bigger or better version of the same product. Cross-selling offers a different product that goes with it. Selling the 3-piece set instead of one bag is an upsell; adding a packing cube is a cross-sell.
Does upselling annoy customers?
Not when it helps them. An offer that saves money per unit or fits their need better reads as advice. Pushing a pricier product that doesn't fit is what annoys people.
Where should I place upsells?
On the product page, as size or bundle options, and in the cart. Post-purchase upsells work too, because the shopper has already decided to buy from you.

Related terms

Browse the glossary

Cross-selling

Cross-selling is offering a customer products that go with what they're buying, such as a case with a phone.

AOV

AOV (average order value) is the average amount a customer spends per order: revenue divided by number of orders.

Bottom of funnel

Bottom of funnel (BOFU) is the decision stage, where people are ready to buy and the offer and checkout do the work.

Contribution margin

Contribution margin is what's left of revenue after variable costs like product, shipping, fees and ad spend: the money that pays for fixed costs and profit.

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