Ecom brand owners, does your AOV suck?

Are you struggling to scale since your CAC is almost identical to your AOV?

In this post I’m going to break down exactly how I nearly doubled this brand’s AOV with a few small tweaks.

Let’s get started 😁

First and foremost, this was a supplement brand.

Now, most supplement brands do the typical “quantity breaks” on the front end.

They’ll have a discount for 1, 3, and 5 (or 6) bottles up front.

What I found by looking at this brand's data, in this case study, is that the majority of users were either purchasing 1 or 3 bottles upfront.

I then took this data and decided to test a post-purchase upsell, offering 3 additional bottles at a heavy discount for those that just purchased either 1 or 3 bottles.

Here’s how we increased AOV from $41 to $76

1. I anchored the “3 bottle post-purchase upsell heavily with scarcity. Saying something along the lines of “we are glad to see you started on your fitness journey…. The last thing you want is to ever lose momentum…. For that reason we are offering a massive discount on this page only so you never run out of X supplements ever again!”

Followed by “hurry before we sell out! We are often backordered”

2. The post purchase offer was a heavy discount that was not available anywhere else. Not through Amazon, not through email promos, not through SMS, none of that!

3. We added even more social proof and testimonials on the post purchase page. We took a step further and added testimonials that related to the offer. Things like “I’ve been taking this supplement for 6 months and have seen incredible results”

This re-affirms to our readers that buying only 3 bottles (3 month supply) is not enough to see the TRUE benefits.

4. We split-tested prices and the offer structure itself. First we tested 3 bottles vs 6 bottles. 3 bottles won, so we then played with price. The key metric to look for here is revenue per visit. Conversion rate doesn’t mean anything.

I’ll take a 3% conversion rate on a post-purchase offer where the price is $100 over a 5% conversion of an offer where the price is $25 all day long.

Again, the key metric is revenue per visit. Not the conversion rate. The overall thing we are looking at is additional revenue yielded from this post-purchase upsell.

That’s it!

That is a complete breakdown of how we slammed AOV out of the park for this brand. This literally doubled the business within a matter of days.

You may be reading this and already doing post purchase upsells but I can GUARANTEE YOU that you are not structuring it properly.

I see it all the time with 8 figure brands.

If you want help with boosting your store’s AOV, schedule a call with us here: