Upsells below the checkout order summary: +1.6% checkout revenue
Test run byVisuallyTesting and CRO tool
Commentary byLiftArchiveOur analysis, not theirsAdding upsell products below the order summary in checkout lifted checkout revenue by 1.6% for Laura Geller Beauty.
Visually ran this test on its platform with the Laura Geller team and published it as a Visually case study.
The lift is small, and sample size and significance were not shared.
- Checkout revenue: +1.6%.
- A small lift like this is easy to lose in noise, and the case study gives no confidence figure, so treat it as a lean rather than a sure win.
- Effects on checkout completion were not reported.
The change
The variant adds upsell products below the order summary.
Simplified mockup drawn by LiftArchive from the shared screenshots.
Control
The checkout showed the order summary with no product suggestions.
Variant
Upsell products appeared just below the order summary, so shoppers could add an item before paying.
Why it likely won
Our reading of the result, not the practitioner's claim.
- Shoppers at checkout have already decided to buy, so a low-cost add-on is an easy yes for some.
- Placing offers under the summary keeps them out of the way of the payment fields.
- Beauty products suit add-ons, since shoppers often buy related items together.
Caveats: This is a vendor case study, and sample size, duration and significance were not shared. A 1.6% lift needs a lot of traffic to confirm.
Who ran it
Visually ran this test for Laura Geller Beauty and published the results (Visually case study). The numbers are theirs; the summary and commentary on this page are ours.
Read the original case study on Visually →
How to run this test on your store
- Hypothesis
- If we show relevant add-on products below the checkout order summary, then checkout revenue will rise because committed buyers can add an item without leaving.
- Primary metric
- Revenue per checkout session
- Guardrails
- Checkout completion rate
- Time to complete checkout
- Refund or return rate on upsold items
- Who should test it
- Stores with cheap add-ons that pair well with common orders and a checkout that allows extensions. Skip it if your checkout completion is already fragile, since any distraction there costs more than it earns.
Questions
Do checkout upsells hurt conversion?
They can if they distract buyers from paying.
Keep them below the order summary and track checkout completion as a guardrail.
How much can a checkout upsell add?
Usually a little. Laura Geller Beauty reported a 1.6% lift in checkout revenue, and gains like that need large samples to confirm.
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