# Downsell size choice vs fixed 4oz jar: $0.26 less per visit

- Outcome: Lost
- Page type: Post-purchase (Ecommerce)
- Elements: Upsells & cross-sells, Variant, size & option selectors
- Test run by: [Ezra Firestone](https://liftarchive.com/practitioners/ezra-firestone/)
- Commentary by: LiftArchive (our analysis, not theirs)
- Original source: https://zipify.com/winners-losers-split-testing-upsells-w-ezra-firestone-episode-1/
- Page: https://liftarchive.com/test/gap-boom-downsell-fixed-size-vs-size-choice/

Letting buyers choose their jar size on a post-purchase downsell earned $0.26 less per visit than offering one fixed 4oz size. Ezra Firestone ran the test on the BOOM! by Cindy Joseph store and shared it on the Zipify blog. Conversion rates were close, but many buyers picked the cheapest jar.

## Result

**$0.26 less per visit**

- Revenue per downsell visit: the size-choice version made $1.01, $0.26 less than the fixed 4oz offer. The variant lost.
- Conversion rate: about equal on both pages, per the post.
- Order value: many buyers chose the 2oz jar, which pulled average revenue down.
- Visitor counts and confidence levels were not shared.

## Control

Buyers who declined the first upsell saw a downsell for a 4oz jar of Boomsilk moisturizer at 15% off, priced at $37.40.

## Variant

The same downsell let buyers pick a 2oz, 4oz or 8oz jar at 15% off, with prices from $27.65 to $54.40.

## Why it likely lost (our reading)

- When given a choice after already paying, many buyers take the smallest, cheapest option.
- A choice did not bring in extra buyers, so the lower order value went straight to the bottom line.
- A single fixed size keeps the offer simple and sets the price point for the buyer.

## Caveats

Vendor-founder test published by the upsell app's maker. Sample size and confidence were not shared.

## How to run this test

- Hypothesis: If we offer one fixed mid-size option instead of a size picker on the downsell, then revenue per visit will rise because buyers won't drift to the cheapest size.
- Primary metric: Revenue per downsell page visit
- Guardrail: Downsell take rate
- Guardrail: Share of orders on each size
- Guardrail: Refund rate on downsell orders
- Who should test it: Stores with post-purchase upsells or downsells on products sold in several sizes. A picker may help if the fixed size is a poor fit for many buyers, such as clothing.

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Credit: Ezra Firestone ran this test and owns the result. Summary and commentary by LiftArchive (https://liftarchive.com/test/gap-boom-downsell-fixed-size-vs-size-choice/).
Usage: Free to use, quote and build on, with credit and a link: name the practitioner or organization that ran the test and link to its LiftArchive page. The results belong to the practitioners who ran and shared them; the summaries and commentary are LiftArchive's.