Cross-sells moved to the thank-you page: +5.6% revenue
Commentary byLiftArchiveOur analysis, not theirsLucyd moved its upsells and cross-sells from before purchase to the thank-you page, and reports a 5.6% boost in net revenue three months later.
Lucyd, a smart eyewear brand, made the change on its own store, and it was published as an Upsell.com (formerly ReConvert) case study.
It was a before-and-after rollout, and several thank-you page elements launched together.
- 5.6% boost in net revenue credited to the thank-you page, three months after launch.
- Average thank-you page order value above $100.
- Reported 4,601% return on the app's cost.
- Effect on the main checkout conversion rate was not shared.
The change
Variant adds offers, a timer and recommendations after purchase.
Simplified mockup drawn by LiftArchive from the shared screenshots.
Control
Upsells and cross-sells shown during shopping, before the buyer completed the purchase.
Variant
Offers moved to the thank-you page, with personalised picks, a countdown timer, a birthday collector and a recommended products section.
Why it likely won
Our reading of the result, not the practitioner's claim.
- Removing offers before checkout clears the path for buyers who are still deciding.
- Right after purchase, buyers have committed and are more open to a related item.
- A countdown timer gives a reason to decide now rather than leave the page.
- Recommendations send buyers back to browse, which the CEO says led to quick repeat purchases.
Caveats: Before-and-after result published by the app vendor, with no control group or sample size. Several elements changed at once, including the timer and recommendations.
Who ran it
Lucyd ran this test for Lucyd and published the results (Upsell.com (ReConvert) case study). The numbers are theirs; the summary and commentary on this page are ours.
Read the original case study on Lucyd →
How to run this test on your store
- Hypothesis
- If we move cross-sells from before checkout to the thank-you page, then total revenue will rise because the main purchase isn't interrupted and buyers are more open to add-ons once they've paid.
- Primary metric
- Revenue per visitor
- Guardrails
- Checkout conversion rate
- AOV of the first order
- Refund rate
- Who should test it
- Stores with complex or high-consideration purchases, like prescription eyewear, where pre-purchase offers may distract. Keep pre-purchase offers if they already lift AOV without hurting conversion.
Questions
Should upsells go before or after checkout?
Before checkout they can raise AOV but may distract buyers who are still deciding.
After checkout they can't cost you the first sale, so test which works better for your store.
Do countdown timers on thank-you page offers help?
They add urgency to a one-time offer. Make sure the deadline is real, or buyers may lose trust.
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