# '$6 off' vs '15% off' on an upsell: 13.59% vs 10.3% take rate

- Outcome: Won
- Page type: Post-purchase (Ecommerce)
- Elements: Upsells & cross-sells, Pricing, discounts & savings display
- Test run by: [Ezra Firestone](https://liftarchive.com/practitioners/ezra-firestone/)
- Commentary by: LiftArchive (our analysis, not theirs)
- Original source: https://zipify.com/winning-upsell-split-test-discounting-dollar-amount-vs-percentage/
- Page: https://liftarchive.com/test/gap-boom-upsell-dollar-vs-percent-off-color/

Framing a post-purchase upsell as "$6 off" instead of "15% off" raised the take rate from 10.3% to 13.59% and added $0.60 per visitor. Ezra Firestone ran the test on the BOOM! by Cindy Joseph store and published it on the Zipify blog. The dollar version was also a bit cheaper, so framing is not the only difference.

## Result

**13.59% vs 10.3% take rate**

- Take rate: 13.59% for $6 off vs 10.3% for 15% off.
- Revenue per visitor: +$0.60 for the dollar version, even though each accepted order brought in less.
- A third test in the same post on another product, 20% off vs $9 off, gave $0.73 vs $0.51 per visitor for the dollar version, at nearly the same price.
- Visitor counts and confidence levels were not shared.

## Control

After buying a Boomstick Color, buyers were offered another one at 15% off, paying $23.80 instead of $28.

## Variant

The same offer was shown as $6 off, for a price of $22. Everything else on the page was identical.

## Why it likely won (our reading)

- The $6 offer was $1.80 cheaper, which on its own could lift the take rate.
- A dollar figure tells buyers exactly what they save, with no mental math.
- The third test, where prices were only 20 cents apart, points the same way, which suggests the framing itself matters.

## Caveats

The dollar version had a lower price, so price and framing are mixed together in this test. Vendor-founder test with no sample size or confidence shared.

## How to run this test

- Hypothesis: If we show the upsell discount as a dollar amount instead of a percentage, at the same final price, then revenue per visit will rise because a concrete saving is easier to judge.
- Primary metric: Revenue per upsell page visitor
- Guardrail: Upsell take rate
- Guardrail: Margin per upsell order
- Guardrail: Average order value
- Who should test it: Stores running post-purchase upsells on products priced roughly $20 to $50. Keep the final price equal in both versions, or you won't know whether framing or price drove the result.

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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-upsell-dollar-vs-percent-off-color/).
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.