Leather strap vs mystery box cart upsell: +15.26% revenue/visitor
Test run byMilos
Commentary byLiftArchiveOur analysis, not theirsOffering a leather strap instead of a mystery box as the cart drawer upsell lifted revenue per visitor by 15.26% in a test Milos ran for a watch brand. Conversion rate rose 18.19% and profit per visitor rose 15.87%, while average order value dipped 2.48%.
- Revenue per visitor: +15.26% ($1.71 to $1.97). The range shown is -7% to +42%, so the lift is likely but not certain.
- Conversion rate: +18.19% (0.81% to 0.96%). More visitors finished an order. The range of +2% to +37% stays positive.
- Profit per visitor (the main metric): +15.87% ($1.20 to $1.39). The gain held up after costs.
- Average order value: -2.48% ($210.98 to $205.75). Slightly smaller orders, but this was outweighed by more of them.
- The watch case version also beat the mystery box ($1.86 revenue per visitor, 0.91% conversion), but less than the strap.
The change
The variant swaps the mystery box upsell for a leather strap; other drawer layout is assumed.
Simplified mockup drawn by LiftArchive from the shared screenshots.
Control
The cart drawer offered a mystery box as the upsell.
Variant
The cart drawer offered a leather strap instead. A third version offering a watch case was also in the test.
Why it likely won
Our reading of the result, not the practitioner's claim.
- a strap is an obvious fit with a watch, so it feels like a useful add-on rather than a random extra.
- a mystery box asks shoppers to pay for something they cannot see, which may add doubt right before checkout.
- the conversion lift suggests the upsell shaped how people felt about the whole cart, not just whether they added it.
Caveats: The post does not show the upsell prices, how they were presented, or how many people took them. Sample size and test length were not shared, and the result is from one watch brand.
Who ran it
Milos (@CROguy_) shared this test on X. The numbers and screenshots are theirs.
View the original post on X
How to run this test on your store
- Hypothesis
- If we offer a clearly related accessory as the cart drawer upsell instead of a mystery box, then revenue per visitor will rise because the add-on feels useful and low-risk.
- Primary metric
- Profit per visitor
- Guardrails
- Average order value
- Upsell take rate
- Conversion rate
- Who should test it
- Stores with a natural accessory for their main product, such as straps for watches or cases for devices. If your product has no obvious companion item, a mystery box or gift may still be the better option.
Questions
What is the best cart drawer upsell?
In this watch brand test, a related accessory (a leather strap) beat both a mystery box and a watch case. Revenue per visitor rose 15.26% over the mystery box.
Do mystery box upsells work?
Here the mystery box was the weakest of the three options. A product that clearly matches the main item did better.
Can a cart upsell lower average order value?
Slightly, in this test: AOV fell 2.48%. But conversion rose 18.19%, so revenue and profit per visitor still went up.
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