Top-Line Upsell & Cross-Sell Statistics

  • McKinsey estimated 35% of what consumers purchase on Amazon comes from product recommendations (as reported by University of Florida, 2018)
  • Sales lift from recommendations: product recommendations boosted product sales by 11% in a large-scale experiment on a major fashion retailer's website (University of Florida, 2018)
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Key Takeaways

  • Product recommendations boosted product sales by 11% in a large-scale retailer experiment (University of Florida, 2018) — stores without implementation leave significant revenue on the table.

Recommended Tools Backed by the Data

  • EA Bundles & Quantity Breaks: Implements the highest-performing upsell and cross-sell strategies directly on product pages and in-cart. Supports bundles, frequently-bought-together, and complementary product offers.
  • EA Free Shipping Bar & Upsell: Works alongside upsell offers — the progress bar motivates shoppers to accept cross-sell suggestions to reach the free shipping threshold, compounding the AOV lift.
  • EA Rewards Bar & Free Gifts: "Add $X more for a free gift" is a powerful cross-sell motivator.
  • EA Sticky Cart Drawer & Upsell: Keeps the add-to-cart action visible as shoppers browse upsell suggestions, reducing friction between seeing a recommendation and acting on it.

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EA Bundles & Quantity Breaks implements the strategies that top ecommerce stores use for upselling and cross-selling.

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Related Guides

Sources

  1. How Valuable Are Online Product Recommendations? — University of Florida Warrington College of Business (2018)

Frequently Asked Questions

What percentage of ecommerce revenue comes from upsells and cross-sells?

McKinsey has estimated that 35 percent of what consumers purchase on Amazon comes from product recommendations, and a large-scale experiment on a major fashion retailer's website found product recommendations boosted product sales by 11 percent (University of Florida, 2018). Stores without any upsell or cross-sell implementation leave significant revenue on the table.

Is it more effective to upsell or cross-sell?

The optimal strategy combines both: upsell on product pages (upgrade to premium) and cross-sell in cart (add complementary items).