Your Shopify store is getting traffic, and conversions are solid—but your average order value (AOV) is holding you back. Getting customers to spend more per purchase is one of the fastest ways to boost revenue and improve return on ad spend. But it’s not just about throwing in random upsells and hoping for the best.
In this guide, we’ll break down 12 proven strategies to increase AOV, focusing on methods that don’t just drive revenue but actually improve profitability, practical tactics you can start using today to maximise every sale.
Key Takeaways:
- Use product bundles and cross-selling to encourage bigger purchases
- Set free shipping goals to make people buy more
- Use tiered pricing and bulk discounts to get people to buy more
- Create loyalty programs to keep customers coming back and spending more
- Suggest products that go well together
- Remind people about items they left in their cart
- Use limited-time offers to make people buy quickly
- Provide great customer service to build trust and encourage bigger orders
1. Use Product Bundles and Cross-Selling
One of the best ways to increase your AOV is by offering product bundles and suggesting related items.
When customers see products grouped together, they often think it's a good deal and buy more. For example, if you sell skincare stuff, you could bundle a face wash, toner, and moisturizer together for a little less than buying them separately.
This not only makes people spend more but also gives them everything they need in one go. You can use data to see which products people often buy together and make bundles based on that.
2. Offer Free Shipping Thresholds
People love free shipping! And they'll often buy more to get it. Set a free shipping amount just above what people usually spend to encourage them to add more to their cart.
For example, if people usually spend £50, offer free shipping on orders over £75. This makes people spend more and helps cover your shipping costs. Make sure to show the free shipping offer clearly on your site, including on product pages, landing pages and in the shopping cart. You can also show a progress bar that tells customers how close they are to getting free shipping, which can make them want to add more items.
3. Use Tiered Pricing and Volume Discounts
Offering tiered pricing and volume discounts can make customers buy more, which increases your AOV.
For example, you could give a 5% discount for buying 2 items, 10% for 3 items, and 15% for 4 or more. This makes customers want to add extra items to their cart to get a better deal. To make this work even better, create a clear and nice-looking pricing table that shows the increasing value at each tier. You can also use this for subscription products, offering bigger discounts for longer subscriptions. Make sure your tiered pricing is still profitable for you while giving good value to the customer. Keep checking your sales data to make sure these tiers are working to increase your AOV.
4. Create Loyalty Programs
Give points for purchases that can be used for discounts or special products!
You could also make VIP levels with special perks for your best customers, like early access to new products, special discounts, or free shipping on all orders. This not only makes people spend more but also keeps them coming back. Think about making a tiered loyalty program where customers can get better rewards as they move up, encouraging them to spend more to reach the next level. To make your loyalty program even better, personalise the rewards based on what each customer likes and has bought before.
We highly recommend keeping your customers in the loop with regular email updates about their tier status. Let them know what perks they have, what’s included, and how close they are to reaching the next level.
5. Suggest Products That Go Well Together
Use data from what customers have looked at and bought before to suggest items they might like. Find products that are often bought together or closely related to items in the cart, and showcase them as cross-sell recommendations.
Ensure customers see related products in the cart drawer and during checkout.
Use smart systems that look at things like past purchases, items viewed, and customer information to suggest products that fit well. Put these suggestions on product pages, in the shopping cart, and even in follow-up emails.
For example, if someone is looking at a laptop, you could suggest a laptop bag, wireless mouse, or extended warranty. Make sure your suggestion system keeps learning and getting better based on how customers interact with it and what they buy.
One of the success stories from our clients is Made4Fighters, a leading combat sports retailer that has effectively increased their average order value by showcasing a ‘People Also Bought’ section on their product pages along with 'you might also like' section when checking out.
6. Suggest Better Versions of Products
Some shoppers may be focused on budget-friendly options, but it's just as important to highlight the best version of the product. This allows them to see the superior choice and make a direct comparison.
For example, if someone is looking at a basic coffee maker, you could suggest a slightly more expensive one with extra features like programmable brewing or a built-in grinder. When doing this, focus on how the better product will help the customer, not just that it costs more. Clearly explain the benefits of the upgraded product and why it might be better for the customer. You can use comparison charts to show the differences between product levels, making it easier for customers to see why upgrading might be worth it.
7. Remind People About Items Left in Their Cart
Many people add items to their cart but don't buy them, which is a big chance to recover lost sales and increase your Average Order Value.
Set up a system to remind these customers about their items and maybe offer a small discount to encourage them to buy. This can include a series of well-timed email reminders, each with a slightly different message or offer.
For example, the first email could just remind them of the items in their cart, the second could highlight why the products are great, and the third could offer a limited-time discount to create urgency. You can also use ads on social media and other websites to keep your products in their mind. Think about adding popups on your site that offer a special discount or free shipping when a customer is about to leave without buying. Also, make sure your checkout process is easy and works well on mobile to reduce problems and increase the chance of people completing their purchase.
8. Use Limited-Time Offers
Use limited-time offers, countdown timers, or "low stock" warnings to motivate customers to buy soon. For example, you could have a "Deal of the Day" with a countdown timer, or show how many items are left for popular products. But make sure to use these honestly to keep customer trust. You can also make limited edition products or seasonal collections to naturally create scarcity.
For expensive items, consider letting customers reserve an item for a short time, which can make them feel like they already own it and lead to a purchase.
Another of our clients Barking Bags uses Limited-Time Offers effectively by displaying discounts like "25% Off" on product pages and the homepage. Highlighting price drops in multiple places creates urgency, encouraging customers to buy before the deal ends and increasing overall order value.
9. Offer Personalised Product Suggestions
Use customer data to offer product suggestions that really fit each person. This could be based on what they've looked at, what they've bought before, or items on their wishlist.
Use smart systems that consider things like the season, current trends, and products that go well together. You can also use quizzes or surveys on your site to learn more about what customers like and use this info to give even better suggestions. Consider adding a "customers who bought this also bought" feature to show related items.
Also, use email marketing to send personalised product recommendations based on each customer's unique profile and purchase history. This level of personalisation not only increases AOV but also makes customers happier with their shopping experience, leading to more loyal customers.
10. Provide Great Customer Service
If you want customers to keep coming back, great customer service isn’t just nice to have—it’s a must!
Great customer service will build trust and encouraging customers to spend more. Offer live chat support, detailed product information, and easy returns to make customers feel confident in their purchases.
Create a thorough FAQ section and knowledge base to answer common customer questions quickly. Train your customer service team to not only solve problems but also to spot chances to suggest additional or better products when appropriate. Consider offering video chat support for expensive items to provide a more personal shopping experience.
Make returns easy to reduce worry about buying and encourage customers to try new or pricier items. You can also offer help after purchase, like tips on using the product or advice on keeping it in good condition, to make the overall customer experience better.
11. Use Smart Pricing Strategies
Use pricing strategies that encourage people to spend more by using what we know about how people think about prices.
For example, use prices that end in .99 or show a higher "original" price next to the sale price to make your products seem more valuable.
You could also create a "good, better, best" pricing structure to encourage customers to choose higher-priced options. This works by giving context and making the middle option seem like the best value. Another good trick is to add a slightly less attractive option to make your preferred option seem better. For subscription products, consider offering yearly plans at a discount to increase how much each sale is worth upfront. It's also worth trying different prices and seeing how they affect your AOV and overall revenue. Remember to always make sure your pricing strategy fits with your brand image and what your target customers expect.
12. Use Customer Reviews and Social Proof
Ever been on the fence about a purchase and checked the reviews? Same here!
Sharing customer reviews and testimonials builds trust and often leads to bigger purchases—it’s always worked, and that’s not changing anytime soon!
Highlight positive reviews, show content created by users, and display trust badges clearly on your site. Set up a system to collect and show verified customer reviews for each product, including detailed ratings for specific product features. Use social proof notifications to show real-time purchases and customer activity on your site. Feature customer testimonials that specifically mention the value or quality of your more expensive items.
You can also create case studies or success stories that show how your products have helped customers, especially for more expensive or complex items. Consider adding a Q&A section on product pages where customers can ask questions and get answers from your team or other customers. This not only provides valuable information but also builds a community and trust around your products.
Conclusion
Increasing your Shopify store's Average Order Value is a great way to make more money without needing more customers. By using these 12 strategies, you can encourage your current customers to spend more each time they buy, which can really help your business grow. The key is to give real value to your customers while gently encouraging them to buy more expensive things. This not only increases your immediate sales but also builds long-term customer loyalty and happiness.
You can adjust each of these strategies to fit your specific products and customers. It's important to regularly look at your data to see which tactics work best for your store and keep improving your approach. Try testing different versions of these strategies to find the perfect mix for your business.
We create momentum
Delivered, measured, built upon
