Add pre-purchase upsells to lift AOV above CPA

Idea byJosh Thompson

Commentary byLiftArchiveOur analysis, not theirs

When ROAS looks fine but AOV can't cover acquisition cost, add pre-purchase upsells to raise order value so the margin works before scaling ads.

Who ran it

Josh Thompson (@joshtCRO) shared this idea on X. The numbers and screenshots are theirs.

View the original post on X

Similar tests

A

→

B

+$127,867 per month

Added arrows to cart upsells and a delivery window line in the cart

CartShipping & delivery messaging@oliverkenyon

A

→

B

+$58,860 per month

Gift wrapping upsell prompt inside the cart

CartUpsells & cross-sells@oliverkenyon

A

→

B

+$31,000 per month

Redesigned slide cart, removed $25 pre-checkout upsell, added trust elements

CartTrust badges & security seals@oliverkenyon

A

→

B

Unticked pre-ticked accidental damage cover in cart, sold it explicitly

CartUpsells & cross-sells@oliverkenyon

A

→

B

+15.26% revenue per visitor

Tested a leather strap vs a mystery box as the cart drawer upsell

CartUpsells & cross-sells@CROguy_

A

→

B

Positive lift (no number given)

Changed the order of cart upsells

CartUpsells & cross-sells@CROguy_