'People also bought' upsells in cart drawer: +$33,072/month
Test run byConvertiblesCRO agency
Commentary byLiftArchiveOur analysis, not theirsAdding a 'People also bought' row of two complementary treats to the cart drawer, with a cleaner layout and no discount code field, added a reported $33,072 a month.
Convertibles ran this test for an 8-figure dog treats brand.
Adding a review badge or brand value icons on top did not improve on it.
- Revenue: +$33,072 a month for the upsell-only drawer, as reported by the agency.
- Adding a review-count badge below checkout did not beat upsells alone.
- Adding four brand value icons, such as all-natural and family owned, did not beat it either.
- Removing the discount code field on its own made no clear difference.
The change
Two 'People also bought' treats replaced the discount code field.
Simplified mockup drawn by LiftArchive from the shared screenshots.
Control
The drawer had a free shipping progress bar, the subscription product card with its savings, a discount code field and a checkout button showing the total. There were no upsells.
Variant
The brand logo at the top, a cleaner product card with a savings badge, no code field, and a 'People also bought' row with two treats and Add buttons.
Why it likely won
Our reading of the result, not the practitioner's claim.
- The control had no upsells at all, so two related treats gave shoppers an easy way to add to the order.
- Shoppers buying dog treats from this brand likely already trusted it, so trust badges told them nothing new.
- The upsells were priced below the cart total, so adding one felt like a small step.
Caveats: The winner combined upsells with a logo, a cleaner card and no code field. No sample size, duration or confidence level was published.
Who ran it
Convertibles ran this test for an 8-figure dog treats 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 add two complementary 'People also bought' products to the cart drawer, then revenue per visitor will rise because shoppers can easily add related items before checkout.
- Primary metric
- Revenue per visitor among shoppers who open the cart
- Guardrails
- Conversion rate
- Average order value
- Upsell take rate
- Who should test it
- Stores with low-priced, repeat-purchase products that pair naturally, and a cart drawer with no upsells yet. For high-ticket, considered purchases, a cross-sell near checkout can cost orders, as a premium bag brand found.
Questions
Should cart drawers always have trust badges?
No. Here they added nothing on top of upsells, likely because shoppers already trusted the brand.
They may help more for new brands or sensitive categories.
Should you remove the discount code field?
Removing it alone made no clear difference here.
It may reduce code hunting if your discounts apply automatically.
How should cart upsells be priced?
Below the current cart total helps the add feel small.
Here the upsells cost $14.99 and $21.99 on a $25.19 cart.
Similar tests
@oliverkenyon@oliverkenyon@oliverkenyon@oliverkenyon@oliverkenyon@oliverkenyon