Increasing the Average Order Value (AOV) is crucial for eCommerce businesses to boost revenue without having to acquire more customers. Here are several strategies to help you achieve this goal:
Offer Bundled Products
Bundling products together at a discounted price encourages customers to purchase more items than they originally intended. This increases the value of each order while offering perceived savings. For example, you can bundle related products (e.g., a laptop with a carrying case) or create “starter kits” or “complete sets” that enhance the overall experience for the customer.
Provide Volume Discounts
Offering discounts based on the quantity purchased is an effective way to encourage customers to buy more. For example, “Buy 2, Get 1 Free” or “Save 10% when you buy 3 or more.” This strategy not only increases the AOV but also enhances customer loyalty by making them feel like they are getting a better deal.
Implement Free Shipping Thresholds
Offer free shipping on orders above a certain threshold. This encourages customers to add more items to their cart to reach that amount, increasing the AOV. Make sure the threshold is strategic—high enough to incentivize larger orders but not so high that customers feel it’s out of reach.
Upsell and Cross-Sell
- Upselling: Suggest a higher-priced item than the one the customer initially considered. Highlight premium features or more valuable products that complement their purchase.
- Cross-selling: Recommend additional, related products that go well with the item the customer is already buying. For instance, if someone buys a camera, suggest a memory card, tripod, or bag.
Use personalized recommendations based on browsing history or purchase patterns to make these suggestions more effective.
Loyalty Programs
Reward your customers for spending more. Loyalty programs that offer points or rewards for higher spending incentivize customers to spend more in order to earn benefits. Make sure the rewards are valuable enough to encourage repeat purchases and higher AOV.
Create Limited-Time Offers
Creating urgency with limited-time offers can motivate customers to add more items to their cart. For example, “Add an extra item to your cart for 15% off” or “Only 3 hours left to save on your next purchase.”
Use Exit-Intent Popups
Exit-intent popups trigger when a customer is about to leave the site. You can offer discounts or special deals in these popups, which can nudge users to increase their order before they abandon their cart.
Offer Financing or Pay Later Payments
Providing the option to pay later can make higher-ticket items more appealing. If your store offers financing, it could encourage customers to add more expensive items to their carts since the price is spread out over time, making it more manageable.
Leverage Social Proof
Displaying testimonials, reviews, or showing how many people have purchased a specific product can create trust and encourage customers to spend more. For example, “Customers who bought this also bought…” can entice shoppers to explore complementary products.
Optimize Your Website for Easy Navigation and Checkout
A smooth and seamless user experience helps prevent cart abandonment. Ensure your product pages are well-organized, and the checkout process is as simple as possible, offering easy access to upsell or cross-sell opportunities. The fewer barriers there are, the more likely customers are to add extra items to their cart.
Personalize Offers
Utilize customer data and browsing history to present personalized deals. For instance, if a customer frequently buys skincare products, offer them a discount on a new skincare line or suggest products that complement what they’ve already bought.
Flash Sales
Flash sales are time-limited promotions that can create a sense of urgency. If customers know they can only get the deal for a short period, they might be motivated to purchase more to take advantage of the savings.
Streamline Product Discovery
Ensure your site has clear, easy-to-use search and filtering options, so customers can quickly find the products that are most likely to increase their cart size. The quicker they find products that match their needs, the more likely they are to add extra items.
Offer Subscription Options
For consumable products (like beauty or food items), offering a subscription option can increase your AOV over time. A subscription model encourages customers to make larger, recurring purchases at a discounted rate.
By combining a few or all of these strategies, you can increase your ecommerce website’s AOV, maximizing revenue and improving profitability without needing to dramatically increase your traffic.