# Post-purchase upsell: one more unit beat two, $5.32 vs $3.91 per visit

- Outcome: Lost
- Page type: Post-purchase (Ecommerce)
- Elements: Upsells & cross-sells, Bundles & quantity breaks, 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/winners-losers-split-testing-upsells-w-ezra-firestone-episode-1/
- Page: https://liftarchive.com/test/gap-boom-upsell-one-vs-two-units/

Offering two more Boomstick Trios after checkout, instead of one, cut upsell revenue from $5.32 to $3.91 per page visit. Ezra Firestone ran this test on the BOOM! by Cindy Joseph store, and it was published on the Zipify blog. Both offers carried the same 21% discount.

## Result

**one more unit beat two, $5.32 vs $3.91 per visit**

- Revenue per upsell page visit: $5.32 for one unit vs $3.91 for two. The two-unit bundle lost by $1.41 per visit.
- Take rate: 8.2% for one unit vs 3.25% for two. The bigger offer was accepted far less often, and the higher order value did not make up for it.
- Visitor counts and confidence levels were not shared in the post.

## Control

After checkout, buyers of the Boomstick Trio saw a one-click offer to add one more Trio at 21% off.

## Variant

The same upsell page offered two more Trios at the same 21% off. Traffic was split 50/50 by the upsell app.

## Why it likely lost (our reading)

- Right after paying, buyers have already decided how much of the product they want. One more unit is a small, easy yes.
- Two units roughly doubles the extra spend, which turns a quick add-on into a new buying decision.
- The discount was the same in both, so the bigger bundle offered no extra reason to spend more.

## Caveats

Run by Zipify's founder on the founder's own store and published by Zipify, which sells the upsell app. Sample size and statistical confidence were not shared.

## How to run this test

- Hypothesis: If we offer one more unit of the product just bought instead of a two-unit bundle, then revenue per upsell visit will rise because a smaller add-on is an easier yes right after checkout.
- Primary metric: Revenue per upsell page visit
- Guardrail: Upsell take rate
- Guardrail: Refund or cancellation rate on upsell orders
- Guardrail: Downsell revenue per visit
- Who should test it: Stores with a post-purchase upsell on a repeat-use product such as cosmetics or consumables. A bigger bundle may do better when the product is cheap enough that two units still feel like a small add-on.

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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-one-vs-two-units/).
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.