Post-purchase offer of same item in new color: 1.8% to 18.6%
Test run byVisuallyTesting and CRO tool
Commentary byLiftArchiveOur analysis, not theirsThe Perfect Jean replaced a post-purchase offer of a hoodie at 33% off with 40% off the item the shopper just bought in a different color, and offer conversion rose from 1.8% to 18.6%.
This is a before-and-after comparison, not a single split test.
The brand reached it through many rounds of testing on Visually, which published the result as a case study.
- Post-purchase offer conversion: 1.8% before, 18.6% after.
- This compares an old offer with the current one, not two versions tested at the same time.
- The discount also changed, from 33% to 40%, so the product match and the bigger discount both played a part.
- Sample size and revenue impact were not reported.
The change
A hoodie offer replaced by the item just bought in another color.
Simplified mockup drawn by LiftArchive from the shared screenshots.
Control
After checkout, the original offer (run through Rebuy) showed a hoodie at 33% off. It converted at 1.8%.
Variant
After checkout, shoppers now see the same product they just bought in a different color at 40% off. For example, a buyer of a short gets 40% off that short in another color.
Why it likely won
Our reading of the result, not the practitioner's claim.
- Shoppers already chose that product and size, so a new color is an easy yes with little fit risk.
- A deeper discount, 40% instead of 33%, makes the offer more tempting.
- A hoodie is a different purchase decision, while a repeat item needs almost no thought.
Caveats: Before-and-after comparison across two tools and many iterations, not one split test, and the discount changed too. Visually published this as a case study and did not share sample size, test length or confidence level.
Who ran it
Visually ran this test for The Perfect Jean 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 offer the item just purchased in a different color as the post-purchase upsell, then more shoppers will accept it because they already know the product and their size.
- Primary metric
- Post-purchase offer conversion rate
- Guardrails
- Margin per order after discount
- Return rate on upsold items
- Refund or cancellation rate
- Who should test it
- Stores selling basics or staples that come in several colors, like apparel, socks or underwear. It fits poorly for one-off purchases such as furniture or electronics.
Questions
What is a good post-purchase upsell conversion rate?
It varies widely by store and offer. The Perfect Jean went from 1.8% to 18.6% by matching the offer to what was just bought.
What should I offer after checkout?
Offers closely tied to the purchase tend to work best, such as the same item in another color or a refill.
They need little extra thought from the buyer.
How big should a post-purchase discount be?
Test it against your margins. Here the offer moved from 33% to 40% off, so part of the lift may come from the bigger discount.
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