Want to Upsell on Shopify and Actually Make More Money?

To upsell on Shopify, first install an upsell app from the App Store. Next, create specific offers that suggest a product upgrade. Display these offers directly on product pages, in the cart, or at checkout. You can also present post-purchase upsells on the thank you page for one-click acceptance.

Okay, so how do you upsell on Shopify? First, you’ve got to install an upsell app from their App Store, that’s non-negotiable. After that, you need to create some actual offers that suggest a better, pricier product. You can splash these offers all over the place, product pages, in the cart, even at checkout. You can also hit them with a post-purchase upsell right on the thank you page, which they can grab with just one click.

First Things First: What Are We Even Talking About?

Upselling is a pretty old-school sales strategy, but it’s found a really powerful home in the whole Shopify world. It’s a technique businesses use to pump up not just the cash they make right now, but also how much each customer is worth down the road. If you get what upselling is, the psychology behind it, and why it’s so vital for growing your store, you can unlock a ton of financial potential.

But it’s not about being a pushy jerk. It’s about making the customer’s experience better by giving them more value. A good upsell makes the person buying feel like they got a smarter deal or a better product, which leads to them being happier and sticking around.

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The Guts of Upselling

At its heart, upselling is just a tactic to get a customer to buy a more expensive version of something they’re already looking at. An upgrade. Or some add-ons that make it feel more premium. The whole point is to jack up the average order value (AOV), which obviously boosts your sales.

For instance, someone’s on your Shopify store checking out a basic coffee maker. The upsell is showing them the fancy model with a built-in grinder and all the programmable bells and whistles. You’re not trying to trick them. You’re just showing them a better option that might actually solve the problem they didn’t know they had. The whole thing works when the person *perceives* the value of the upgrade as being worth more than the extra cash they have to shell out.

To do this right, you really, really have to understand your products and how your customers behave so you can pop the right upgrade in front of them at the perfect time. It all comes down to relevance and timing, making sure the offer helps instead of just gets in the way.

The Brain Science Behind It

The reason upselling works so well is because it taps right into basic human psychology. When a shopper has already decided to buy something, they’ve gotten over that initial “should I or shouldn’t I?” feeling. They’re in a buying mood. And at that moment, they’re way more open to offers that give them more bang for their buck. One huge driver here is FOMO, the fear of missing out. You frame an upgrade as a limited deal or the “popular choice,” and suddenly their brain is screaming at them to get the best thing possible. Trust is another big piece.

An upsell that actually solves a real problem, like offering a tougher, scratch-proof phone case instead of a flimsy one, builds confidence. It shows you’re looking out for them. It’s a technique that just piggybacks on their original interest and nudges them toward a choice that’ll make them happier in the long run. At the end of the day, a good upsell makes the customer feel smart, like they made a good choice, which turns a boring transaction into something positive.

Why This Is So Critical for Your Shopify Store’s Growth

Any Shopify store’s growth really boils down to two things: getting new customers, and making more money from the customers you already have. And while getting new people in the door is key, it’s also way more expensive than focusing on the ones you’ve already got. This is exactly where upselling becomes the engine for real, sustainable growth. By bumping up the average order value, it directly lifts your revenue without you having to spend a dime more on marketing to get new eyeballs on your site.

Some companies that get this right see a huge chunk of their revenue, we’re talking like 10-30%, coming just from these kinds of recommendations. A good strategy turns a one-time buyer into a loyal, high-value customer. It’s a cycle. You keep offering good deals and valuable upgrades, and you train your customers to expect more value every time they buy. This thinking changes the game from just making single sales to building actual relationships, and that’s the foundation of any Shopify business that actually lasts.

Upsell vs. Cross-Sell: Getting the Terms Straight

Okay, so in e-commerce, people throw around “upselling” and “cross-selling” like they’re the same thing. They’re not. They’re totally different tactics, and you need to know the difference to build a Shopify strategy that actually works without annoying your customers.

Yeah, they both want to make the order bigger, but they go about it in different ways. A really successful store will use both, but they’ll know when to use which. Get it wrong, and you just confuse people or create friction. Get it right, and you can seriously lift sales.

Upselling: Go For The Upgrade

Upselling is all about getting a customer to buy a more expensive, better version of the thing they’re already looking at. Think vertical. You’re moving them up within the same product type. The goal is just to offer more value by giving them something better than their first choice.

A classic example: a store selling laptops shows a model with a faster chip, more memory, and a bigger hard drive right on the product page for the basic model. The value is super clear: spend a little more, get a way better computer. This works best when the customer has already signaled they want a specific *type* of product. The key is just making sure the upgrade is relevant and they can instantly see why it’s worth the extra money.

Cross-Selling: “Want Fries With That?”

Cross-selling is different. It’s about recommending stuff that’s related or complementary. Think horizontal. You’re not offering an upgrade, you’re suggesting *more* items to go with the main purchase. Back to the laptop example, a cross-sell would be offering a wireless mouse, a laptop bag, or an extended warranty right after they add the computer to their cart. These aren’t better laptops; they’re accessories. All those “Frequently Bought Together” or “You Might Also Like” sections? That’s cross-selling. It’s most effective when the person has already decided on their main purchase, because it doesn’t make them second-guess their big decision.

And Don’t Forget Down-Selling

This one gets less press, but down-selling is another useful tool for your Shopify kit. A down-sell happens when a customer looks like they’re about to walk away, probably because of the price. Instead of losing the sale completely, you offer them a slightly cheaper, less fancy alternative.

So if someone ditches a cart with a $500 pro-level camera in it, you could hit them with an email offering a similar, but consumer-grade, model for $350. The point isn’t to maximize that one order, it’s to get a sale you were about to lose. It’s a smart way to deal with price-sensitive people and turn them into customers, which means you can try to upsell them later once you’ve earned their trust.

Choosing the Right Move at the Right Time

The real art of making more money on Shopify is knowing when to use which move. It’s all about context. When a shopper is on a product page, deep in thought, that’s the perfect moment to show them upgrades. Their interest is peaked and they’re trying to find the best value.

But once they add something to the cart, they’re more committed. That’s a safer time to suggest complementary things, the cross-sells. You avoid that ‘analysis paralysis’ thing. Post-purchase is also great for this. And if someone abandons their cart? That’s your signal to try a down-sell with an email or a retargeting ad to try and save the sale. A truly smart Shopify strategy mixes all three, using data to show the right offer at the right time.

Tactic	Core Idea	Primary Goal	Example	Best Time to Use
Upselling	Offer a better, more expensive version of the same product.	Increase the value of the order by selling a premium item.	Suggesting a laptop with more RAM and a faster processor.	On the product page, while the customer is comparing options.
Cross-selling	Offer related or complementary items.	Increase the value of the order by adding more items to the cart.	Suggesting a laptop bag and wireless mouse with a laptop purchase.	In the cart or post-purchase, after the main decision is made.
Down-selling	Offer a less expensive alternative if the customer hesitates.	Secure a sale that would otherwise be lost due to price.	Offering a consumer-grade camera after a cart with a pro model is abandoned.	During cart abandonment or via a retargeting ad.

The Timing Question: Pre- vs. Post-Purchase Upsells

One of the biggest decisions you have to make is about timing. When you show the offer can totally make or break its success. The two main windows are “pre-purchase” (before they pay) and “post-purchase” (after they pay). They both have their pros and cons, and figuring them out is key to making more money without ticking people off. Honestly, a good strategy probably uses a bit of both.

So, What’s a Pre-Purchase Upsell?

A pre-purchase upsell is any offer you show a shopper before they’ve finished paying. The whole point of these is to make the cart bigger before the checkout is done. You see them all the time, pop-ups on product pages, suggestions in the cart, sometimes even offers right in the middle of the checkout flow. For instance, customer adds a 12-ounce bag of coffee to their cart, and a pop-up screams, “Upgrade to the 24-ounce bag and save 15% per ounce!” It’s a tactic that banks on their immediate interest to grow the order.

The upside here is pretty obvious. It boosts the average order value right then and there, in real-time. It grabs shoppers while they’re still in that “shopping mindset.” But, and this is a big but, it’s not without risks. If you’re too aggressive or clumsy about it, these offers can feel super disruptive and might just scare the customer away entirely, leaving you with an abandoned cart. Too many choices, too many pop-ups… it leads to decision fatigue, and they just leave. And an upsell during the final checkout steps? Risky. That’s a moment where you want things to be as simple and smooth as possible.

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And What About Post-Purchase Upsells?

Post-purchase upsells are the deals you show a customer *after* they’ve already completed the purchase and paid. Usually on the order confirmation or “thank you” page. The cool thing with Shopify tech is that customers can accept these with a single click, it just automatically charges the card they already used. So, after someone buys running shoes, the thank you page could show a one-time offer for some fancy running socks at a discount. It’s a totally frictionless way to tack something onto a finished sale.

Why Post-Purchase is a Big Deal

A lot of people think post-purchase upselling is one of the safest and best ways to increase customer lifetime value. Why? Because it completely removes the risk of blowing the original sale. The deal is already done. There’s zero chance of them abandoning the cart now. Plus, it’s a one-click acceptance, no re-entering payment info, which means conversion rates are way higher. You also catch them in that “post-purchase high” where they feel good about their decision and trust you, making them more open to another good deal. It’s an incredible way to boost lifetime value from the very first order.

So Which One Makes More Money?

Honestly, there’s no single answer. It really depends on your business, your products, your customers. Pre-purchase upsells make the immediate AOV bigger, which can mean more money right away… if you don’t scare people off. Post-purchase upsells don’t touch the initial AOV, but they tend to have a much higher conversion rate for the offer itself (some reports say around 10%) because it’s so easy.

For most stores, the best and most profitable strategy is probably a mix. Use some subtle, super-relevant pre-purchase upsells on the product page, and then follow up with a killer one-click post-purchase offer on the thank you page. That combo lets you squeeze the most value out of every single order.

The Nitty-Gritty: Proven Tactics for Upselling on Shopify

Doing this successfully on Shopify isn’t about one magic button. It’s about a whole strategy built on tactics that work and using the right tech. From using special apps to making offers that people actually want, there are tons of ways to bake upselling into how you sell. The goal is always to make these offers feel natural and helpful. Master these, and you can guide people to higher-value purchases, which is great for your revenue and their satisfaction.

Use the Apps

The Shopify App Store is your best friend here. Sure, Shopify is great out of the box, but you need dedicated upsell apps to get the real power. These apps let you build custom funnels that trigger based on all sorts of stuff, what’s in the cart, the order total, even who the customer is. Some apps are for product pages, some are for the cart, and a really popular type is all about those smooth one-click post-purchase funnels. Using an app is just the most efficient way to A/B test your offers, see what’s working, and get better over time. Companies that actually pay for a good upsell app see a much, much better return than people trying to hack it together themselves.

Making Offers People Actually Want

The offer itself is everything. A good offer is one the customer sees as truly valuable, not just you trying to get more of their money. It’s all about relevance and value.

First off, relevance is king. The upsell *has* to relate directly to what they’re looking at. Offering a fancy skincare set to someone buying a single face wash? Makes sense. Offering them a new handbag? No. You also need to scream the value proposition. Why is this upgrade better? Use phrases like “Most Popular,” “Best Value,” or “Includes Premium Features” to nudge them. A little urgency doesn’t hurt, either, limited-time deals or exclusive offers can get people to act now. But keep it simple. A confusing offer with a million options will just get ignored. They have to see the value in, like, two seconds.

Product Page Upgrades are Your Friend

The product page is a prime spot for an upsell. The shopper is right there, engaged, thinking about their options. It’s the perfect time to suggest better alternatives. A great way to do this is to show the premium versions right there on the page for the standard one. Like a furniture store showing a “premium leather” sofa next to the “standard fabric” one. A comparison table is another killer tactic. Lay out the features of the standard model vs. the upgraded ones. This lets the customer make their own informed choice, and they often pick the one that gives them more long-term value, even if it costs more.

Using Recommendations in the Cart (Carefully)

Once an item is in the cart, you’ve got another shot. You can use a pop-up, a slide-out cart, whatever. The key here is to be a little less in-their-face than on the product page, since they’re one step closer to paying. A classic in-cart upsell is offering a bigger size or a multi-pack of what they just added. Someone adds one protein bar? Offer a box of 12 for a lower price per bar. It feels helpful. Cross-sells also work great here, suggesting things that other people bought, which uses social proof to drive up the order value.

The Magic of Bundling

Product bundling is a sneaky technique that can be both an upsell and a cross-sell. You can frame a bundle as a premium, all-in-one package, a clear upgrade from buying just one thing. For instance, instead of just selling a camera, you offer a “Filmmaker’s Bundle” with the camera, a tripod, an extra battery, and a memory card, all for a slight discount. This makes buying easier for the shopper and massively increases your AOV. You can feature these bundles on the product page or offer them in the cart. It’s basically upselling them to a more complete order.

The Free Shipping Game

Okay, not a “traditional” upsell, but getting people to hit a free shipping threshold is a crazy effective psychological trick. A banner across your site that says “Free shipping on orders over $75!” sets a clear goal. The real magic, though, is in the cart. When their order is, say, $65, a little message that says “You’re only $10 away from free shipping!” makes them go hunt for one more small thing. It turns shopping into a game and makes them feel like they’re getting a deal. It’s a super simple, no-pressure way to get shoppers to spend more.

Let Data Be Your Guide

The most successful Shopify stores don’t guess. They use data for everything. Blindly throwing random upgrades at people won’t work. You have to look at what people are doing, what they’ve bought before, and which offers actually convert. Data is your roadmap to a better customer journey and more sales.

When you look at the data from places like McKinsey and Forrester, a clear picture emerges. Product page upgrades, for example, can be *20 times* more effective than cross-sells on the same page because they tap directly into the shopper’s intent.

In-cart recommendations, when done right, can account for 10-30% of a store’s total revenue. Post-purchase upsells often hit a 10% conversion rate because they’re so frictionless. Bundles can boost AOV by 30% or more. And getting someone to spend a little more to hit that free shipping threshold can increase their cart size by up to 30%. The starkest number? The chance of selling to an existing customer is 60-70%, while it’s only 5-20% for a new one. All of this data just screams that a smart upsell strategy, aimed at the right person at the right time, is where the real money is.

Advanced Tips for Nailing the Post-Purchase Upsell

Post-purchase upselling is one of the most reliable tactics out there for Shopify merchants who want more revenue without messing up their checkout process. The offer shows up *after* the sale is locked in, so it’s basically pure profit potential. But just turning it on isn’t enough. For high conversion rates, you need a smarter, more advanced strategy.

Why Post-Purchase Is a Total Game-Changer

The post-purchase upsell is a game-changer because it separates the act of spending more money from the main buying decision. That simple separation kills the biggest risk of upselling: cart abandonment. The customer already trusts you, their payment info is in, and they’re feeling good. It’s a moment of maximum opportunity. A good post-purchase strategy directly increases Customer Lifetime Value (CLV) from the very first order, turning one transaction into a multi-product sale with zero extra marketing cost. These are high-margin, extra sales that go straight to the bottom line.

Crafting the Perfect One-Click Offer

The success of a post-purchase upsell is almost all about the offer itself. This isn’t the time for complicated choices. The perfect offer is a “no-brainer.” It has to be hyper-relevant—if they bought shampoo, you offer the matching conditioner. It has to be an irresistible deal, something that feels exclusive, like “Add this for just $15 – 25% off!” It has to be a single, simple choice.

One great deal, one big “Add to My Order” button. And generally, focus on lower-priced items, maybe 15-30% of the original order value. Something they don’t have to think too hard about. A beauty company, for instance, could offer makeup-remover wipes to someone who just bought foundation. It’s cheap, it’s relevant, it’s an easy yes.

Segmenting Customers for Better Deals

One size does not fit all. A generic strategy leaves money on the table. Good Shopify apps let you show different deals to different people based on specific triggers. Segment by what they just bought, this is the most effective way. Make specific upsells for your best-sellers. You can also segment by how much they spent. Someone who dropped $200 might go for a bigger upsell than someone who spent $20. You can even segment by their status. Give a special welcome deal to new customers, and offer exclusive bundles to your loyal repeat buyers. This makes the offer feel personal, not random.

Personalization is Everything

And beyond just segmenting, you need to personalize. Use their name. “Hey Jane, we have a special offer just for you!” Reference what they bought. “Since you just picked up the Pro-Series Blender…” This kind of detail builds on the trust you just earned and reinforces that this is a smart recommendation, not just an ad. It makes the shopper feel valued.

Designing a Page That Converts

The design of the offer page is huge. It needs to be clean, on-brand, and totally focused on one thing: getting them to click “accept.” It should use your store’s logo and colors to feel trustworthy. The headline has to be compelling: “Wait! Add This to Your Order & Save 20%!” Use great product images. The “Accept” button needs to be huge and obvious, and the “Decline” link should be smaller. You can even add a little urgency with a countdown timer. The whole experience has to be fast and simple.

Measure, Tweak, Repeat

This is not a “set it and forget it” thing. You have to constantly measure your results and optimize. Track your take rate (how many people accept the offer), the AOV lift, and total revenue from these funnels. A/B test everything: different products, different discounts, different headlines, different page designs. Over time, the data will tell you exactly what your customers respond to, letting you fine-tune your strategy for max profit.

Selling to Existing Customers: The Real Ultimate Upsell

While everyone obsesses over individual transactions, the most profitable and sustainable upsell strategy is actually about selling more to the customers you already have. Getting a new customer can cost 5 to 25 times more than keeping an existing one. And loyal customers buy more, and they spend more over time. If you can shift your focus from one-off sales to building real relationships, you unlock a powerful, low-cost revenue machine.

The Insane Value of a Loyal Customer

Your loyal customers are your most valuable asset. Period. The probability of selling to an existing customer is a wild 60-70%, versus a measly 5-20% for a new person. Why? Because they already trust you.

They know your products are good and your service is reliable. That trust just erases all the hesitation a new visitor has. Loyal customers are more open to your recommendations, more willing to try new things, and less fussy about price. Focusing your upsell strategy on this group isn’t just a tactic; it’s how you build a resilient business that isn’t always desperately hunting for new blood.

Using Email to Keep Selling

Email is one of the best channels for upselling to your existing customers. After a purchase, you have a golden opportunity to follow up with targeted campaigns that offer more value. For example, a skincare company can have an automated email that goes out 30 days after someone buys moisturizer, offering a complementary serum or just a bigger jar of the original stuff. The timing is perfect, since they might be running low. Frame these as “exclusive deals for our best customers” to make them feel special.

The Overlooked Goldmine: The Customer Account Page

People totally sleep on the customer account page, but it’s prime real estate for upselling. When a customer logs in to check an order, they’re engaged. It’s the perfect place to show them curated recommendations based on what they’ve bought before.

Create a “Recommended For You” section with upgrades or related products. If they bought a basic knife set, show them a premium chef’s knife. Offer an exclusive discount right there on the page for logged-in customers. This turns a boring old account page into a hub of personal value.

Weaving Upselling into the Whole Experience

For upselling to really work long-term, it has to feel like a seamless part of the entire customer experience. When you do it right, it doesn’t feel like selling. It feels like good advice. The goal is to make their journey better, not to squeeze every last dollar out of them. This customer-first approach is what builds trust, loyalty, and, eventually, way more revenue.

Don’t Be That “Pushy Salesman”

The biggest mistake you can make is being aggressive or desperate. Constant pop-ups, offers that make no sense, high-pressure stuff—it will turn people off for good and wreck your brand’s reputation. Every offer has to pass the “value test”: does this actually make things better for the customer? Is the upgrade relevant?

Does the bundle save them time or money? If yes, it’ll probably go over well. A great upsell solves a problem they didn’t even know they had, which makes you look like a helpful expert, not a sleazy salesperson.

The Power of Social Proof

Social proof is a beast. It can massively increase how many people take your upsell offers. When people are on the fence, seeing that other people made the same choice is incredibly reassuring.

You can use it in a few ways. Use phrases like “Most Customers Upgrade To…” or “Our Best-Selling Bundle.” Show the star rating for the upgraded product right in the offer. A high rating screams quality. You can even feature a short quote from a happy customer who bought the upgrade. This helps people get over their hesitation by showing them they’re making a smart, validated choice.

A Final Brain Dump on Your Strategy

At the end of the day, building a good upsell program is a marathon, not a sprint. It’s about trying things, testing, and refining. So, remember to pick an app that actually fits your needs and budget. Start simple, just one or two funnels for your most popular products to see what happens.

Always, always, always prioritize giving the customer real value over just pushing a higher price. A/B test every single thing—the product, the discount, the words, the placement. Dig into your analytics to see what your specific customers actually respond to. And please, never ruin a good, smooth user experience just to chase an extra sale. A smart mix of pre- and post-purchase offers, personalized for different people, is how you’ll develop a strategy that not only makes you more money but also makes your customers like you more.

Common Questions

Below are common questions we get asked.