Upselling is one of the most effective ways to increase revenue. It allows you to maximize each customer’s purchase potential.
With upsells being 68% more cost-effective than acquiring new customers, it’s a strategy that delivers high returns.
By knowing how to upsell and recommending higher-value products or services, you can increase sales while enhancing customer satisfaction.
In this guide, I’ll share 10 proven tips on how to upsell effectively, with clear examples to help you drive more sales and grow your business.
What do You Mean by Upsell?
Upselling is the practice of encouraging customers to purchase a more expensive product or upgrade to a higher-tier service than what they initially intended to buy, increasing the overall order value.
For example, if a customer is buying a Camera, right after the purchase, you can offer a lens, that goes well with the Camera, at a discount.
Alternatively, if a customer purchases a basic membership plan, you could offer them an upgrade to a premium plan with additional benefits.
Difference Between Upselling and Cross-selling
Now I’ll show you the difference between cross-selling and upselling techniques in the table below, highlighting how these two strategies work in distinct ways to boost sales.
| Aspect | Upselling | Cross-Selling |
| Definition | Encourages existing customers to choose a more expensive version or a premium product as an upgrade to their original purchase | Recommends complementary products to enhance the original item, offering a complete solution |
| Objective | Drive additional sales by promoting a product upsell, such as a superior product version or extra features | Increase more sales by adding complementary products related to the original purchase |
| Example | Recommending an upgraded laptop with more storage, a faster processor, or extra features for loyal customers | Suggesting items like a laptop case, mouse, or extended warranty to pair with the new laptop purchase |
| Customer Segment | Often targets loyal customers, current customers, and freemium customers looking for better product options | Focuses on current or unsuspecting customers who may need additional products to maximize their purchase’s value |
| Key Message | Highlights a great deal on a premium product or sends an upsell message with the benefits of a more expensive version | Uses suggestive selling, such as “customers also bought…” to help customers complete their purchase experience |
| Timing | Best presented at checkout, in-cart, or during high customer engagement moments when customers are ready for an upselling sales technique | Effective at multiple touchpoints, like product pages or checkout, to hit the right time for complementary suggestions |
| Sales Approach | Focuses on customer behavior to show an upsell message that aligns with their needs, offering a tasting product or superior product versions | Sales reps or the site’s algorithm suggest items that naturally complement the original item, such as cases or chargers for a new phone |
| Impact on Satisfaction | Can boost customer satisfaction and customer contentment if the upsell matches their needs | Enhances customer satisfaction and loyalty by offering products that complete their original purchase, improving brand perception |
| Customer Perception | Seen as an upgrade or better choice that enhances their shopping experience, adding value to the brand | Viewed as a helpful suggestion, making the brand feel considerate of customer needs |
| Result | Higher revenue per transaction, improving sales team goals and customer engagement | Generates more sales per visit, helping to grow the brand and build loyalty by aligning with customer reviews and positive feedback |
Sometimes you might hear about order bumps instead of cross-selling, don’t be confused. Order bumps are often seen as an example of cross-selling, offering complementary items at checkout.
You can easily compare order bumps vs upselling, where upselling promotes a higher-value product, while order bumps suggest additional products to enhance the original purchase.
10 Effective Tips on How to Upsell for Higher Conversions
Following are a few tips that you should use when offering upsells to ensure maximum conversions.
1. Offer relevant products to go with the order
When creating an upsell offer, it’s important to ensure the product is related or complementary to the initial purchase.
If a customer buys a lawnmower, suggesting products like gardening gloves, protective eyewear, or lawn fertilizers makes sense and adds value.
However, recommending unrelated items like a laptop bag or a skincare product won’t be appealing, even with a discount.
Here are a few types of products you can offer as an upsell:
- Version Upgrade – Offer a higher version with more features or updates.
Example: If someone buys a bicycle model A100, suggest the upgraded model A200. - Accessories – Small items that enhance the customer’s experience.
Example: When buying a laptop, offer a wireless mouse or a laptop stand. - Customization – Personalized options that improve the product’s look or function.
Example: Offer a custom design to a custom t-shirt when someone buys a basic model. - Extended Service Period – Upsell a longer subscription or contract.
Example: Allow customers to upgrade from a monthly to a yearly subscription plan at a discounted price. - Complementary Product – Necessary items that go hand-in-hand with the original product.
Example: Offer socks when a customer buys sneakers. - Addons – Small add-ons that enhance the product.
Example: Charge extra for adding cheese to a burger. - Bundle – Group related products together at a discounted price.
Example: If someone buys a face cream, offer a bundle that includes lotion and face wash.
By strategically using these upsell strategies, you can enhance customer satisfaction and increase your order value.
It’s about offering value that aligns with their initial choice, making their purchase even better.
2. Make the upsell offer optional
When you’re upselling, it’s important to make sure the offer feels optional, not pushy. Let your customers know they can easily accept or decline without feeling pressured.
On your upsell page, keep the messaging simple and inviting, like “Wait.. Before You Go!” or “Add this item to complete your purchase.”
When you’re figuring out how to upsell a product, make sure the upgrade is relevant to what the customer has already chosen.
For example, if they’re buying a phone that supports Bluetooth, suggesting a Bluetooth speaker as an option feels natural and helpful.
To upsell a customer effectively, use data-driven upsell offers based on their past purchases.
This makes your recommendations more personalized and increases the chance that they’ll find the offer valuable and accept it.
3. Use social proof on the upsell sales page
When making an upsell offer, using social proof can significantly build trust and encourage customers to take action.
Adding real customer reviews or testimonials on your upsell page helps show the value of the product you’re offering.
For example, if you’re suggesting a premium model or version upgrade, including feedback like “I love the upgraded features!” reassures customers they’re making a smart decision.
Social proof works especially well with high-value upsells, increasing customer confidence and boosting conversions. By showing that others are satisfied, you make your upsell offer more compelling.
4. Make personalized recommendations
A great way to drive higher conversion with upsells is to offer products that are personalized to the buyer.
This means you can either offer dynamic post-purchase upsell offers based on what the buyer purchased initially or send out post-purchase emails with a discount offer on hand-pick items that the buyer browsed in the past.
If you are running an online store using WooCommerce, then you can use a powerful plugin called WPFunnels that comes with an exclusive addon, Global Funnels. This addon allows you to define conditional offers as upsell while viewing dynamic product data.
For example, suppose you are an online clothing store. You can set up a dynamic upsell to offer a higher number of whatever the buyer initially purchases, as upsell.
So, when a buyer purchases a t-shirt, you can instantly offer the buyer to purchase 3 t-shirts instead to get a $10 discount on the total.
This is a great way to make the customer feel important and tempted to take the offer
5. Use FOMO techniques in the copy
Implementing Fear of Missing Out (FOMO) tactics within the upsell offer copy can create a sense of urgency and scarcity, compelling customers to take immediate action.
You can add phrases such as limited-time offers, countdown timers, or showcasing limited stock availability can create a sense of urgency. It prompts customers to make quick decisions.
You can use FOMO on the CTA as well. Overall, this is a great way to make buyers take the upsell offer immediately.
6. Make an offer they can’t refuse
You can make the upsell offer irresistible by proving to the customer that it is more value for the money.
This can involve presenting customers with significant value additions, such as compelling discounts, exclusive access, or bundled bonuses.
For example, while you are offering a business growth course at a discounted price as an upsell,
you can add a free business planning workbook and a set up pre-written business email copies as part of the deal.
The added value will make it irresistible and will tempt the buyer to spend that extra amount on your upsell offer.
7. Highlight benefits and savings
On your upsell page copy, focus on highlighting the benefits of your product/service to connect with the buyer more efficiently.
If the buyer can see the practical value of your product, he is more likely to accept the offer. And if there is a discount involved, fusing how much they will save can be a great purchase trigger.
For example, suppose a person went for a low-tiered plan because the high tier costs $100 more.
Now, as post-purchase upsell, you offered to upgrade at just $50 more, which means the buyer will be able to save $50 and get access to the higher tier plan.
This is a great opportunity that the buyer is less likely to miss.
8. Use a video or attractive product images
Using high-quality product images or a short video is a great way to capture your customer’s attention and highlight the value of your upsell offer.
Visuals can showcase the features and benefits of the product, making it easier for the customer to see why it’s worth adding to their purchase.
For example, if you’re offering a premium model or an accessory like a wireless charger, showing it in action or explaining its benefits can increase its appeal.
Engaging visuals make your upsell more compelling. It also helps customers understand the value and boosts conversions.
9. Ensure the offer is non-existent elsewhere
If you are making post-purchase offers as one-click upsells or via email, then the best action would be to make it exclusive and not available in the store at the moment.
For example, if you’re offering a laptop bag for $35 as an upsell (normally priced at $50),
ensure this special price isn’t available anywhere else on your site or in other promotions.
This strategy creates a sense of urgency and highlights the offer as a great opportunity your customer can’t find elsewhere.
By making the deal exclusive, you show the buyer they’re getting a special deal just for them, which can motivate them to take action and complete the purchase.
10. Highlight CTA phrase & button
To get your customers to act on your upsell offer, make sure the Call-to-Action (CTA) phrase and button stand out.
For example, if you’re offering a premium laptop case as an upsell, use a CTA like “Upgrade to the Premium Case”
or “Add to My Order” which creates urgency and clearly communicates the value.
Ensure the CTA is short, persuasive, and directly related to the benefits of the upsell, like “Protect My Laptop with Premium Quality.”
Use contrasting colors, bold fonts, or larger buttons to draw attention and make it easy for the customer to take action. By doing this, you make accepting the upsell offer feel easy and natural.
When to Make Upsell Offers for Best Conversions
When you make your upsell offers how you present them can significantly affect whether or not your customers accept them. The timing and approach are crucial in maximizing your conversion rates.
Here are the key moments you can introduce your upsell offers to get the highest chances of success:
i. Upsell on The Checkout Page
Introducing upsell during the checkout process is a powerful way to present relevant offers.
By offering low-cost, easily affordable products—such as an accessory or a smaller upgrade—you increase the chances of customers accepting your upsell and raising the average order value (AOV).
Keep these offers relevant to the items already in the cart, making them feel like a natural addition.
For example, if a customer is purchasing a laptop, you might suggest an affordable laptop sleeve.
This simple, quick offer can boost both conversion rates and sales without overwhelming the customer.
ii. Upsell Suggestions on The Cart Page
Once your customer has added products to their cart, before they complete the purchase, it’s the perfect time to introduce upsell offers on the cart page.
Right below the selected items, suggest relevant or complementary products that enhance their shopping experience.
For example, if they’ve added a laptop to their cart, you might recommend a laptop stand or wireless mouse.
If these products are on sale, many customers may be inclined to add them to their order.
This is a great way to increase average order value (AOV) and show the customer the value of purchasing additional items.
By strategically positioning these upsell suggestions, you can guide them naturally toward making more purchases.
iii. Post-purchase One Click Upsell
Use a good funnel builder or a one-click upsell plugin to set up post-purchase upsell offers.
Post-purchase upsells are the most effective because the buyer has just spent money and won’t mind spending more if he has the budget.
If you can make a good offer, the ability to accept it with one click will help most buyers make an instant decision to purchase it right away.
Overall, it’s one of the best ways to increase AOV without additional acquisition costs.
iv. Pop-up Upsell Offer
While a person is browsing through your store, you can make special upsell offers via pop-ups.
These offers can highlight a product relevant to the category they are exploring, something they’ve purchased in the past, or your current top-selling items.
Most people tend to focus on products they’ve already planned to buy, so pop-ups are a great way to showcase additional items they might not have considered.
To make the upsell even more appealing, you can include limited-time discounts or exclusive deals. It will encourage immediate action and boost conversions.
v. Upsell Offer via Emails
This approach is straightforward and effective for boosting your sales. Once a customer completes a purchase, you can trigger an email automation workflow that sends personalized offers based on their recent purchase.
For example, if they bought a laptop, you can send a follow-up email offering accessories like a laptop sleeve or wireless mouse.
This strategy works especially well with products like food items—think chocolates or chips—where customers might be tempted to purchase more of the same.
By sending these offers via email, you provide additional value and encourage repeat purchases. It helps to increase your average order value (AOV) and customer loyalty.
Tools to Set Up Upsell Offers for WooCommerce
If you are using WooCommerce to run your online business, then the following are a couple of tools you can use to make upsell offers in your store.
1. WPFunnels
WPFunnels is an easy-to-use sales funnel builder for WooCommerce to help you create a sales funnel for your products easily.
You can either create a sales funnel journey for individual products or create conditional funnels with dynamic offers for your entire WooCommerce store easily.
The plugin allows you to create custom landing pages and checkout pages, customize the checkout form, and make order bump offers at the checkout.
It also helps to set up post-purchase upsells (both static and dynamic), make exclusive discounts, and set up conditional funnels for your WooCommerce store.
2. Mail Mint
Mail Mint is one of the easiest email marketing automation tools for WordPress and WooCommerce.
The plugin comes with extensive automation triggers for WooCommerce to set up post-purchase email offers for your customers after they complete their purchase.
Plus, it allows you to collect customer data, run email campaigns, and design emails easily with a drag-and-drop email builder.
You can use seamless WooCommerce integration of Mail Mint, an Email Marketing Automation tool that will help your upsell strategy.
Conclusion
In conclusion, both upselling and cross-selling are strategies that can really help you boost your revenue and improve the customer experience.
With upselling, you encourage your customers to buy a higher-value product, while cross-selling is about offering complementary items.
By using these techniques at the right moment, you can increase order value, enhance customer satisfaction, and build loyalty.
To simplify and optimize your funnel, consider using WPFunnels, which makes it easy to create customized sales funnels for upselling.
** FAQs **
What are the 4 stages of upselling?
- The 4 stages of upselling are: first, identifying the opportunity by spotting customers who might want a better product. Next, present the upgrade, explaining its value. Highlight the benefits of the upgrade, and finally, close the sale by making it easy for the customer to accept your upsell offer.
Difference between order bump vs cross-selling?
- Order bump offers a complementary product at checkout, while cross-selling recommends related products throughout the shopping experience. Both strategies are designed to increase your order value, but they are applied at different stages on your upsell page.
What is the key to upselling?
- The key to successful upselling is understanding your customer’s needs and presenting a relevant upsell offer. By showing them how the upgrade improves their experience, you make the offer feel like a natural next step in their purchase journey.
Why is upselling difficult?
- Upselling can be difficult because customers may not see the immediate value in the upgrade. To overcome this, focus on how to upsell a product in a way that fits their interests, and use data-driven upsell offers that are tailored to their needs.
How do you calculate upsell?
- To calculate your upsell revenue, multiply the upsell conversions by the average upsell value. This simple formula helps you measure the effectiveness of your upsell strategy and track your progress.
