One-click cross-sell above Add to Cart: +3.0% revenue per user
Test run byDRIP AgencyCRO agency
Commentary byLiftArchiveOur analysis, not theirsMoving a one-click cross-sell from low on the page into the buy box, above the Add to Cart button, raised revenue per user by 3.0% on BLACKROLL's Recovery Pillow product page.
DRIP Agency ran this test for the recovery and wellness brand and published it as a case study.
The agency reports €29.8K of extra revenue during the test.
- Revenue per user: +3.0%.
- Extra revenue: about €29.8K during the test runtime. This is not a monthly or yearly figure.
- The case study does not say how often the add-on was picked or how conversion rate moved.
- Sample size, duration and confidence level were not shared.
The change
Cross-sell moved from below the fold into the buy box above Add to Cart
Simplified mockup drawn by LiftArchive from the shared screenshots.
Control
A complementary product appeared low in the page content, below the fold. Many shoppers likely never scrolled to it.
Variant
A compact one-click cross-sell for the same kind of add-on was moved into the buy box, just above Add to Cart.
Why it likely won
Our reading of the result, not the practitioner's claim.
- The add-on shows up at the exact moment the shopper decides what to buy, not after.
- One click to add keeps effort low, so it doesn't slow the main purchase.
- A relevant add-on can feel helpful when products are made to work together.
Caveats: The revenue figure covers the test runtime, which was not stated. Significance and sample size were not shared.
Who ran it
DRIP Agency ran this test for BLACKROLL and published the results (DRIP Agency case study). The numbers are theirs; the summary and commentary on this page are ours.
Read the original case study on DRIP Agency →
How to run this test on your store
- Hypothesis
- If we move a relevant one-click add-on into the buy box above Add to Cart, then revenue per user will rise because shoppers see it while deciding what goes in the order.
- Primary metric
- Revenue per user
- Guardrails
- Conversion rate
- Add-to-cart rate for the main product
- Return rate
- Who should test it
- Stores with a clear companion product that suits most buyers, like a cover for a pillow or a case for a device. It can backfire if the add-on is not relevant or crowds the buy box and distracts from the main product.
Questions
Where should cross-sells go on a product page?
Near the buying decision often works best. In this test, putting a one-click add-on above Add to Cart lifted revenue per user by 3.0%.
Can a cross-sell above Add to Cart hurt conversion?
It can if it distracts or confuses. Keep it small, relevant and easy to skip, and watch conversion rate as a guardrail.
What makes a good cross-sell product?
Something most buyers of the main item would need or enjoy, at a lower price than the main item.
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