# Discounted second-flavor offer in cart drawer: +13.4% orders

- Outcome: Won
- Page type: Cart (Ecommerce)
- Elements: Upsells & cross-sells, Cart drawers & slide carts, Pricing, discounts & savings display
- Test run by: [GrowthRock](https://liftarchive.com/practitioners/growthrock/)
- Commentary by: LiftArchive (our analysis, not theirs)
- Original source: https://growthrock.co/ecommerce-upsell-cross-selling/
- Page: https://liftarchive.com/test/growthrock-nutrition-bar-cart-drawer-flavor-cross-sell/

Offering one pack of a different flavor at a small discount in the add-to-cart drawer raised orders by 13.4% for an online health food brand selling one nutrition bar in three flavors. GrowthRock ran this A/B/C test and published it on its blog. Average order value did not change, so the gain came from more people buying, not bigger baskets.

## Result

**+13.4% orders**

- Orders: +13.4% at 95% significance, from more than 1,000 orders over two weeks.
- Both design versions showed about the same +13% lift over the original.
- Average order value: no change. The goal of bigger baskets was not met.

## Control

When a shopper added a product, the add-to-cart drawer slid in with no other offer.

## Variant

The drawer offered a single pack of another flavor for $6, against a usual price of about $8. Two designs were tested, one with a white border and one with a colored background.

## Why it likely won (our reading)

- The small discount may have felt like a deal that nudged unsure shoppers to finish buying.
- Right after picking a flavor, some shoppers may wonder about the others. A cheap single pack lets them try one without a big commitment.
- Single packs were not normally for sale, so the offer was something shoppers could not get any other way.

## Caveats

The test ran for two weeks with just over 1,000 orders. The test date was not shared.

## How to run this test

- Hypothesis: If we offer a discounted single unit of another variety in the add-to-cart drawer, then more shoppers will complete an order because the deal eases doubt about their choice.
- Primary metric: Orders (conversion rate)
- Guardrail: Average order value
- Guardrail: Revenue per visitor
- Guardrail: Gross margin per order
- Who should test it: Brands with a small range of similar products in different flavors, scents or colors, where shoppers may hesitate between them. It is less suited to stores with large catalogs, where related-product cross-sells are more natural.

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Credit: GrowthRock ran this test and owns the result. Summary and commentary by LiftArchive (https://liftarchive.com/test/growthrock-nutrition-bar-cart-drawer-flavor-cross-sell/).
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.