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What are Upsells?


An Upsell presents customers with the opportunity to purchase additional, usually complementary, products to supplement their original order. Allowing customers to add extra items to their order is one of the most powerful tools to transform the online sales experience for consumers and increase sales for advertisers.



Why Implement an UpSell?

  • Control the customer buying experience

  • Add value by providing consumers the opportunity to easily purchase coordinating items

  • Increase sales by 45% on average



Types of 1 Click Up-Sells

One mistake advertisers make when creating an Upsell is to send the customer to the Landing Page for Product 2. This is an unnecessary step since the customer has already demonstrated trust for the advertiser by purchasing the first product.

Instead, the commonly used sales flow for Upsells either take the customer directly to the check-out page for Product 2 or implement a 1-click Upsell.



Example 1 - CB2X: 1-Click

The 1-Click Upsell is the best performing sales flow due to the simplified flow and ease of purchase.

After the customer purchases Product 1, a popover appears giving them the opportunity to purchase the second product with a single click. This option does not require re-submitting contact or credit card information.



PRODUCT 1 CHECKOUT PAGE      


  


 

 PRODUCT 2 UPSELL POP-UP




Example 2 - CB2X: Combo Check-out with Upsell Page

After purchasing Product 1, but before the confirmation page, customers are presented with an ‘upsell page’ promoting the second product. When the customer clicks to purchase, they are taken directly to the checkout page where re-submission of credit card information is required.


In this example, The Upsell page before the confirmation page does not disrupt the sales flow, which leads to higher performance when compared to the first example.  Taking it one step further, some advertisers choose to implement a banner on the confirmation page for Product 1, in addition to the interstitial, to allow consumers an additional opportunity to purchase product 2, if they chose not to do so on the interstitial.



PRODUCT 1 CHECKOUT PAGE            


 INTERSTITIAL FOR PRODUCT 2 UPSELL   



PRODUCT 2 CHECKOUT PAGE




Example 3 – CB2X: Combo Check-out with Confirmation Page Banner

The confirmation page for Product 1 includes a display banner at the top that when clicked takes the customer to the checkout page for Product 2, where re-submission of credit card information is required.

 

By displaying the Upsell on the Confirmation Page, the sales flow to the Upsell is interrupted and customers are more likely to abandon the sales process without purchasing Product 2. Therefore, this Upsell flow has the lowest performance rates of the 3 examples.


PRODUCT 1 CHECKOUT PAGE           



 PRODUCT 1 CONFIRMATION PAGE WITH PRODUCT 2 BANNER


  PRODUCT 2 CHECKOUT PAGE




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