Low-priced upsells and one trust line in cart drawer: +$40,313/month
Test run byConvertiblesCRO agency
Commentary byLiftArchiveOur analysis, not theirsA cart drawer with low-priced upsells, a lock icon on the checkout button and a single '100K+ satisfied customers' trust line added a reported $40,313 a month.
Convertibles ran this five-way test for an 8-figure adult wellness brand.
Several changes shipped together, so the lift can't be pinned on one of them.
- Revenue: +$40,313 a month for the winning drawer, as reported by the agency.
- A version with three trust badges (warranty, discreet shipping, review count) did not beat it.
- Versions that only cleaned up the layout or changed the upsell mix, with no trust line, did not win either.
The change
Lower-priced upsells, a lock on the button and one trust line below checkout.
Simplified mockup drawn by LiftArchive from the shared screenshots.
Control
The drawer had a free shipping banner and progress bar, product cards, and a 'You may also like' section where the one upsell product was hard to see.
Variant
Two lower-priced upsells under a 'You may also like' heading with a flame icon, a lock icon on the checkout button, and one line below checkout: five stars and '100K+ satisfied customers'. A version with three trust badges instead did not win.
Why it likely won
Our reading of the result, not the practitioner's claim.
- A low-priced add-on, such as an $8 serum on a $53 cart, is an easy yes compared with an upsell that doubles the order.
- One big customer number is quick to read and reassures shoppers in a private product category.
- Three badges asked shoppers to read and weigh three messages, which may have diluted each one.
- The lock icon adds a security cue just before payment.
Caveats: The winning variant bundled several changes: upsell mix and prices, a flame icon, a lock icon and a trust line. No sample size, duration or confidence level was published.
Who ran it
Convertibles ran this test for an 8-figure adult wellness brand and published the results (Convertibles case study). The numbers are theirs; the summary and commentary on this page are ours.
Read the original case study on Convertibles →
How to run this test on your store
- Hypothesis
- If we show one or two low-priced upsells and our single strongest trust number under the checkout button, then revenue per visitor will rise because the add-on is an easy yes and the trust line answers last-minute doubt.
- Primary metric
- Revenue per visitor among shoppers who open the cart
- Guardrails
- Conversion rate
- Average order value
- Upsell take rate
- Who should test it
- Brands in sensitive or trust-heavy categories with a large customer base to point to. If shoppers already trust you, a trust line may add little, as a dog treats brand found in a similar test.
Questions
Is one trust signal better than several in the cart?
In this test, a single customer-count line beat a row of three badges.
One clear message may be easier to take in at checkout.
How expensive should a cart drawer upsell be?
Small relative to the cart. Here the winning mix included an $8 item on a $53 cart.
Where should a trust line go in the cart drawer?
Below the checkout button worked here, as the last thing seen before clicking.
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