How to Add Pre Purchase Upsell to Shopify
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Book a DemoOne of the most common questions we hear is, "How can I add offers to my checkout page?" The answer often depends on your plan. If you're a Shopify Plus user, you have the flexibility to customize your checkout, but what about everyone on a standard plan? It can feel like you're missing out on the most valuable real estate in your store. The good news is you have powerful options, regardless of your subscription level. This article breaks down exactly how to add pre purchase upsell to Shopify, with clear strategies for both Plus merchants and those on standard plans, so you can increase your AOV.
Key Takeaways
- Timing is everything for a successful upsell: Present your offers at key decision points like the product page, shopping cart, or checkout. This is when customers are most open to relevant suggestions that improve their purchase.
- Make your offer an easy "yes": The best upsells are relevant, complementary products that don't significantly increase the total cost. Ensure customers can add the item with a single click to create a smooth, frictionless experience.
- Treat upselling as an ongoing experiment: Don't just set your offers and forget them. Consistently track metrics like your average order value and test different products and messaging to learn what your customers truly want.
What Are Pre-Purchase Upsells (And Why They Matter)?
Think of a pre-purchase upsell as a helpful suggestion you make to a customer right before they pay. These are special offers presented on a product page, in the shopping cart, or during the checkout process itself. The goal is to show customers extra items or upgrades they can add to their order with a single click. It’s a simple strategy that helps stores sell more by increasing the average amount customers spend on each order.
Instead of just processing a transaction, you’re actively guiding your customer toward a better, more complete purchase. This could mean offering a larger size of a product, a premium version with more features, or a bundle that provides more value. When done right, it feels less like a sales pitch and more like a personalized recommendation that enhances the shopping experience. It’s about showing the right offer to the right person at the moment they are most likely to buy.
The Benefits for Your E-commerce Business
The most obvious benefit of pre-purchase upsells is a healthier bottom line. By using upselling and cross-selling techniques, e-commerce businesses can significantly raise their transaction value and overall revenue without needing to spend more on acquiring new customers. You’re simply making more from the traffic you already have.
But it’s not just about the money. A well-placed upsell can also lead to happier customers. When you suggest a product that genuinely complements their initial choice, like a protective case for a new phone, you’re saving them time and effort. These thoughtful offers show that you understand their needs, which can build loyalty and improve their perception of your brand. It’s a classic win-win situation for both you and your shoppers.
Pre-Purchase vs. Post-Purchase Offers
You might have also heard of post-purchase upsells, which appear after a customer has already completed their payment. While those can be effective, many experts agree that the best time to increase your Average Order Value (AOV) is before the initial sale is final. As one developer puts it, the prime opportunity is "DURING the checkout process with pre-purchase upsells."
The logic is simple: customers are already in a buying mindset and haven't yet "closed the book" on their purchase. Adding an item to an existing order feels easier than starting an entirely new transaction. For Shopify Plus merchants, this is often done using checkout UI extensions, which allow you to add features directly to the checkout page without disrupting the flow.
Can You Add Pre-Purchase Upsells on Shopify?
So, can you actually add pre-purchase upsells on Shopify? The short answer is yes, but how you do it depends entirely on your Shopify plan. The platform has different rules for its standard plans versus Shopify Plus, which directly impacts where and when you can present these offers to your customers. It’s a key distinction because the timing of your upsell can make all the difference in whether a customer adds that extra item to their cart. Presenting an offer at the right moment feels helpful, while a poorly timed one can feel pushy and disrupt the sale.
Understanding the capabilities and limitations of your plan is the first step to building an effective upselling strategy that feels seamless to your shoppers. For many store owners, the checkout page is the holy grail for upsells since the customer has already committed to buying. But access to this prime real estate isn't universal across the platform. This difference is one of the main reasons merchants consider upgrading their plans as they scale. Let's break down what's possible for each type of plan so you can figure out the best approach for your store.
For Shopify Plus Users
If you’re a Shopify Plus user, you have the green light to add pre-purchase upsells directly on the checkout page. This is a huge advantage. Shopify allows Plus merchants to customize their checkout using features like checkout UI extensions. This means you can build a pre-purchase product offer that appears right before a customer finalizes their payment. It’s the perfect moment to suggest a complementary item, like a phone case for a new phone, without disrupting the buying flow. This flexibility lets you create a seamless experience that can significantly increase your average order value.
Workarounds for Standard Shopify Plans
For those on standard Shopify plans, the options are a bit different. You can't add upsells directly within the multi-step checkout process. However, that doesn't mean you're out of options; you just have to get creative with placement. You can add upsells on the cart page, before the customer officially starts the checkout. Another effective strategy is to suggest related products on your product pages, encouraging shoppers to add more to their cart from the start. While these aren't true checkout upsells, they use the same principle of showing relevant offers to customers who are ready to buy.
How to Add Pre-Purchase Upsells to Your Store
Ready to implement pre-purchase upsells? Your approach will depend on your e-commerce platform and your specific goals. For Shopify users, the path forward often depends on which plan you have. Here are the most common and effective ways to add these valuable offers to your store, from the product page all the way to the final checkout step.
Use Native Shopify Plus Extensions
If your store is on Shopify Plus, you’re in luck. You have access to native checkout UI extensions that let you build pre-purchase offers directly into the checkout flow. This is the cleanest and most integrated way to present an upsell. According to Shopify’s own documentation, these extensions are designed to show customers extra products they can add to their order right before they pay. Because this feature is built-in, it provides a seamless experience for the customer. The main thing to remember is that this functionality is an exclusive perk for Shopify Plus merchants, so it won't be an option if you're on a standard Shopify plan.
Install Third-Party Apps
For stores not on Shopify Plus, third-party apps are your best bet for adding upsells to the checkout process. Many apps on the Shopify App Store are specifically designed for this and use Shopify’s approved extensions, so you can trust them to work smoothly with your store. Popular and reliable options include apps like Rebuy, Zipify OCU, and Checkmate Upsell Zone. These tools give you the power to create and customize pre-purchase offers without needing a developer or access to Shopify Plus. They handle the technical side of things so you can focus on choosing the right products to offer your customers.
Add Upsells to the Cart Page
If you can’t modify your checkout page, the cart page is the next best place to position an upsell offer. This strategy catches customers when they are reviewing their selections, just one step before they commit to buying. You can use this space to suggest complementary items, popular add-ons, or even a product that helps them qualify for free shipping. It’s a powerful way to increase the average order value before the customer even enters their payment information. By presenting a relevant offer at this stage, you can significantly improve your AOV optimization without disrupting the final, critical step of the checkout process.
Integrate Upsells on Product Pages
Why wait until the cart or checkout? You can start upselling right on your product pages. This is a fantastic way to show customers related items while they are still in browsing mode. Think of sections like "Frequently Bought Together" or "Complete the Look." By suggesting relevant products as they explore an item, you can encourage them to add more to their cart from the get-go. Good product and SKU management is key here, as it allows you to easily link complementary items and create compelling bundles. This approach feels less like a sales pitch and more like a helpful recommendation, improving the overall shopping experience.
How to Create Upsells in Shopify Plus
If you’re a Shopify Plus user, you have a powerful advantage when it comes to pre-purchase upsells. Unlike standard plans, Shopify Plus gives you direct access to customize the checkout experience, which is the perfect place to present a relevant, last-minute offer. Getting this set up involves a few key steps, but the potential impact on your average order value makes it well worth the effort.
Think of it as adding a well-placed, helpful suggestion right when your customer is ready to buy. By using Shopify’s native tools, you can create a seamless experience that feels like a natural part of the shopping journey. Let’s walk through how to get this done, from setting up the right extensions to testing your offer before it goes live. This is a core strategy for conversion and AOV optimization, turning a good sale into a great one.
Set Up Your Checkout Extensions
The first step is to use the tools Shopify Plus provides specifically for this purpose: checkout UI extensions. These are essentially Shopify-approved building blocks that let you add custom features directly to your checkout page. Using them is the proper and safest way to modify your checkout, ensuring your upsells won’t break when Shopify updates its platform. These extensions are what make it possible to present a product offer after a customer has entered their shipping information but before they pay. It’s your chance to catch their attention at a high-intent moment without disrupting the flow.
Configure Product Targeting and Display
Once your extension is in place, you need to tell it what to offer and how to show it. A smart upsell is a relevant one, so a crucial rule is to make sure you don’t offer a product that’s already in the customer’s cart. That just looks clunky. Instead, you’ll want to configure the extension to pull product details like images, descriptions, and prices directly from your store. This ensures your offer looks professional and gives the customer all the information they need to make a quick decision. For a more technical guide, you can build a pre-purchase product offer by following Shopify's developer documentation.
Test and Deploy Your Offer
You wouldn’t launch a new product without testing it, and the same goes for your upsell offers. Before you push anything live, it’s essential to check your offer in a development store. This lets you run through the entire checkout process from the customer’s perspective. Does the offer appear correctly? Can you add it to the cart with a single click? Does it calculate the new total properly? Once you’ve confirmed everything works exactly as it should, you can confidently release your offer to your live store and start seeing the results.
What to Look For in a Pre-Purchase Upsell App
With so many upsell apps available, picking the right one can feel like a chore. The good news is that the best tools share a few core features that set them apart. Instead of getting lost in a long list of options, you can focus on finding an app that delivers on these key capabilities. Think of it as choosing a partner for your business; you want one that integrates smoothly, provides clear insights, and ultimately helps you grow your revenue without creating headaches for you or your customers.
One-Click Upsell Capability
The most important feature to look for is a one-click upsell function. When a customer is ready to buy, the last thing you want to do is add friction to the process. A great app allows shoppers to add an upsell offer to their order with a single click, without having to re-enter payment information or go through extra steps. This creates a seamless experience that feels helpful rather than disruptive. By making it incredibly easy to say yes, you significantly increase the chances that your customers will accept the offer, which is a core part of any successful conversion optimization strategy.
Automatic Discount Application
A compelling offer is often the key to a successful upsell. To make your offers even more tempting, look for an app that can automatically apply discounts. Manually entering a promo code is an extra step that can easily derail a purchase. The best apps handle this for you, displaying the special price directly on the offer. This instantly shows the customer the value they’re getting and makes the decision to add the item to their cart much simpler. This kind of built-in incentive is a powerful tool for encouraging a higher average order value and can be managed through effective marketing automation.
Performance Tracking and Analytics
You can't improve what you don't measure. An upsell app is useless if you can't tell whether it's actually working. Your chosen tool should come with robust analytics that show you exactly how your offers are performing. You’ll want to track key metrics like the upsell conversion rate, click-through rate, and the impact on your average order value (AOV). This data is essential for understanding what your customers respond to. With clear analytics and reporting, you can stop guessing and start making data-driven decisions to refine your offers for better results.
Seamless Checkout Integration
How an app integrates with your store’s checkout process is a critical factor. For a truly seamless experience where upsells appear on the checkout page itself, you typically need a Shopify Plus plan. For standard plans, the app should still integrate smoothly on product pages or in the cart. The goal is to make the offer feel like a natural part of your website, not a clunky or intrusive pop-up. A disjointed experience can look unprofessional and erode customer trust. An all-in-one platform with a full suite of e-commerce features can help ensure this integration feels native to your store.
Where to Place Upsell Offers for the Best Results
Knowing what to upsell is only half the battle; where you place that offer is just as important. You want to present your upsell at a moment when the customer is already in a buying mindset, making the suggestion feel helpful rather than pushy. The best spots are natural points in the customer journey where they are actively making decisions about their purchase.
Think of it this way: you wouldn't ask someone to upgrade their flight at the security line. You’d do it during booking or at the check-in counter. The same logic applies to your online store. By strategically placing offers on your product pages, in the shopping cart, and during the checkout flow, you can significantly increase your average order value without disrupting the customer’s experience. Each location serves a unique purpose, catching the shopper at different stages of their decision-making process. The key is to make the offer feel like a natural next step. When done right, customers will see your upsell not as a sales tactic, but as a genuine attempt to provide them with more value. This approach builds trust and can lead to higher customer satisfaction and loyalty in the long run.
On the Product Page
The product page is your first and arguably best opportunity to present an upsell. At this stage, a customer is actively considering a purchase and weighing their options. This is the perfect time to show them a better version of the product they’re already interested in. For example, you could suggest a premium model with more features, a larger size that offers better value, or a product bundle that includes popular accessories.
Since they haven't added anything to their cart yet, they are more open to suggestions that enhance their purchase from the start. The goal here is to help them make a better choice before they commit. A well-placed offer on the product page can lead to a higher initial cart value and improve your overall conversion and AOV optimization.
In the Shopping Cart
Once a customer adds an item to their cart, they’ve sent a strong signal of their intent to buy. The shopping cart page (or a slide-out cart) is another prime location for an upsell offer. At this point, the customer is reviewing their selections before proceeding to payment, making it a great time for a final, relevant suggestion. You could offer a bundle deal based on their cart’s contents or a complementary product that enhances what they’re already buying.
For stores on standard Shopify plans, the cart page is an especially valuable spot, as it’s one of the main places you can add offers before the locked-down checkout process begins. This placement works because it catches the customer when they are one step away from finalizing their purchase.
During the Checkout Flow
Placing an offer directly within the checkout flow is a powerful strategy, but it requires a delicate touch. This is your last chance to increase the order value, and since the customer is already entering their payment information, they are highly committed. This is where one-click upsells shine, as they add an item to the order without forcing the customer to re-enter their details.
This functionality is typically available to Shopify Plus users through checkout UI extensions. The best offers for this spot are usually low-cost, high-value items like product protection, gift wrapping, or a small, impulse-buy accessory. A seamless checkout experience is critical, and platforms with robust features can help you implement these offers without adding friction that could lead to an abandoned cart.
How to Choose the Right Products to Upsell
Choosing which products to offer as an upsell is more of an art than a science, but there are some clear guidelines that will set you up for success. The most effective upsells feel like a natural and helpful suggestion to the customer, not a pushy sales tactic. Your goal is to present an offer that genuinely improves their purchase and makes them feel like they’re getting an even better deal or a more complete solution.
Think about it from your customer’s perspective. They’ve already decided to buy something from you, which means they trust your brand. A good upsell builds on that trust by showing you understand their needs. A bad one can feel jarring and might even cause them to reconsider their original purchase. By focusing on products that are complementary, priced appropriately, and readily available, you can create a seamless experience that increases your average order value while also making your customers happier. It’s a win-win that strengthens customer relationships and your bottom line.
Select Complementary Items
The best upsell products are ones that add value to the item already in your customer’s cart. Think about what would make their original purchase even better. If someone is buying a high-end shampoo, offering the matching conditioner is a perfect complementary upsell. This strategy works because it invites customers to spend a little more on something that enhances the product they already want.
Your suggestions should feel intuitive. For example, if a customer adds a new laptop to their cart, offering a protective case, a wireless mouse, or an extended warranty makes perfect sense. These items complete the purchase and solve a future problem for the customer. The key is to frame the offer as a helpful recommendation that improves their overall experience with the product.
Consider the Price Point
An upsell should feel like an easy "yes," and price plays a huge role in that. A general rule of thumb is to offer upsells that don't exceed the original product's price by a significant margin, often suggested to be within 25% to 50%. If a customer is buying a $50 pair of sneakers, suggesting a $100 pair of premium running socks will likely cause them to pause. However, offering a $10 set of high-performance laces is a much more digestible proposition.
The goal is to avoid sticker shock, which can scare a customer away from the entire purchase. Keeping the price of the upsell reasonable makes it an impulse-friendly addition rather than a major new buying decision. This is a core principle of effective conversion and AOV optimization, as it gently encourages a higher spend without creating friction in the buying process.
Factor in Your Inventory
This might sound obvious, but it’s a critical point that’s easy to overlook: only upsell products that you actually have in stock. Recommending an item only for the customer to discover it’s unavailable creates a frustrating experience and can erode trust. It interrupts the checkout flow and can lead directly to an abandoned cart. This is where a reliable system for managing your products is essential.
To avoid this pitfall, your upsell logic needs to be directly connected to your real-time inventory levels. Using a platform with strong product and SKU management ensures that your automated offers only show items that are available and ready to ship. This prevents customer disappointment and keeps your sales process running smoothly, ensuring every offer you make is one you can fulfill.
Common Challenges When Implementing Upsells
While adding upsells to your store can be a game-changer for your revenue, it’s not always a simple plug-and-play process. It’s smart to go in with a clear understanding of the hurdles you might face. From platform limitations to customer psychology, getting upsells right requires a thoughtful approach. Let’s walk through some of the most common challenges so you can prepare for them ahead of time and build a strategy that truly works for your business.
Technical Limitations and Restrictions
One of the first roadblocks many store owners hit is a technical one. If your goal is to add upsells directly on the Shopify checkout page for a seamless experience, you’ll find that you generally need a Shopify Plus plan. Standard Shopify plans have limits that prevent this, which can be frustrating when you’re trying to create the smoothest possible buying journey. This often means you have to rely on apps that present offers on the cart page or in a pop-up before the final checkout steps, which may not be the ideal flow you envisioned for your customers.
The Customer Experience
Beyond the technical setup, you have to think carefully about how your upsells affect the customer experience. It’s easy to get excited and show customers a bunch of great offers, but this can backfire. Presenting too many options at once can lead to "analysis paralysis," where a shopper feels overwhelmed and decides not to buy anything at all. You also want to avoid making people feel pressured. If an upsell feels too aggressive or irrelevant, it can cheapen the experience and even cause them to abandon their cart. The key is to be helpful, not pushy.
Tracking and Analytics Hurdles
Finally, you can’t improve what you don’t measure. A major challenge is effectively tracking how well your upsell offers are performing. Are people clicking on them? Are they converting? How much are they adding to your average order value? Without clear analytics and reporting, you’re essentially flying blind. It’s crucial to monitor these key metrics to understand what’s working and what isn’t. This data gives you the insights needed to refine your offers, test new products, and ultimately build a more effective upselling strategy for your store.
Upselling Mistakes to Avoid
Upselling can be a game-changer for your average order value, but a few common missteps can backfire. When done wrong, an upsell can annoy shoppers and cause them to abandon their carts. Let's walk through the biggest mistakes to avoid so you can create offers that customers actually appreciate and act on.
Overcomplicating the Buying Process
The golden rule of e-commerce is to make buying easy, and your upsell shouldn't break that rule. If a customer has to leave the checkout page or click through multiple pop-ups, you're creating friction. The best upsells are simple, one-click additions that integrate smoothly into the existing flow. Your goal is to make saying "yes" feel effortless, which is a core part of any solid conversion and AOV optimization strategy. A complicated process will only lead to frustration and, ultimately, lost sales. Keep it simple, and your conversion rates will thank you.
Recommending Irrelevant Products
Suggesting an item that makes no sense with what your customer is buying is a fast way to break their trust. It makes your offer feel like a spammy cash grab instead of a helpful suggestion. If someone is buying a phone case, offering screen protectors is a smart upsell; offering them a pair of socks is not. Use your customer data to present offers that genuinely complement the original purchase. This shows you understand your customer's needs and helps build a stronger, more loyal relationship. When your recommendations are thoughtful, customers are far more likely to see the value.
Using Aggressive Sales Tactics
Nobody likes feeling pressured into a purchase. Aggressive tactics, like using urgent, all-caps language or making customers feel guilty for declining, create a negative experience. Your upsell should feel like a friendly recommendation, not a demand. Instead of a pop-up that screams, "WAIT!", try a gentler approach. Phrases like, "Upgrade to our deluxe version" or "Complete the look" feel helpful, not pushy. Good marketing automation can help you personalize these messages so they land just right, respecting the customer's journey.
Designing Poor Visuals
How your upsell offer looks matters just as much as what it says. A cluttered, confusing, or poorly designed offer will get ignored, no matter how great the deal is. Make your upsell visually engaging with high-quality product images, clear text, and a prominent call-to-action button. The design should be clean and user-friendly, making it easy for customers to understand the value at a glance. A great website builder can give you the tools you need to create effective and attractive upsell displays that convert.
How to Measure and Optimize Your Upsell Performance
Launching your first pre-purchase upsell is a great start, but the real growth comes from what you do next. Think of it like a conversation with your customers: you make an offer, and their actions give you feedback. The key is to listen to that feedback by tracking your performance and making smart adjustments. This isn’t about setting it and forgetting it; it’s about creating a cycle of continuous improvement. By regularly checking your data and testing new ideas, you can refine your upsell strategy to perfectly match what your customers want.
Key Metrics to Track
To know if your upsell strategy is working, you need to watch the right numbers. Start with your upsell conversion rate, which tells you what percentage of customers who see the offer accept it. Also, keep an eye on the click-through rate to see how many people engage with the offer. Most importantly, track your average order value (AOV). If your AOV is increasing, your upsells are successfully encouraging customers to spend more per purchase. These metrics give you a clear picture of your performance and highlight areas for improvement.
Test Different Offer Strategies
Once you have your metrics, it’s time to experiment. Don’t be afraid to try different approaches to see what resonates with your audience. You can A/B test different products, various discount levels, or even how you phrase the offer. For example, does "You might also like..." perform better than "Complete your set"? The goal is to find the sweet spot that feels helpful, not pushy. A great upsell improves the customer experience by introducing them to a product they’ll love. Testing ensures your offers are relevant and presented smoothly.
Focus on Continuous Improvement
Optimizing your upsell performance is an ongoing process. The most successful stores build a habit of regularly reviewing their data and making small, consistent tweaks. Use the insights from your key metrics and A/B tests to refine your strategy over time. Maybe you discover a specific accessory works best on weekends, or a bundle offer converts better than a single item. This cycle of measuring, testing, and learning is the foundation of a strong upsell strategy. With detailed analytics and reporting, you can turn these insights into actionable steps that consistently drive more revenue.
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Frequently Asked Questions
What's the real difference between a pre-purchase and a post-purchase upsell? Think of it in terms of timing and customer mindset. A pre-purchase upsell happens while the customer is still actively shopping and before they've finalized their payment. Adding an item feels like part of the same transaction. A post-purchase offer appears after they've already paid, which means they have to make a second, separate decision to buy again. Both can be effective, but pre-purchase offers often feel more seamless and integrated into the original shopping journey.
Will adding upsells make my checkout process too complicated for customers? It shouldn't, as long as you prioritize a smooth experience. A well-designed upsell should be a one-click addition that doesn't force the customer to re-enter information or navigate away from the page. The goal is to present a helpful suggestion, not another obstacle. If your upsell adds more than a single, simple step, you risk creating friction that could cause a shopper to abandon their cart altogether.
How do I know which products will work best for upselling? Start by looking at your own sales data. Your best guide is seeing what your customers are already buying together. Use that information to create logical pairings, like offering a matching conditioner with a popular shampoo. Another great strategy is to offer a direct upgrade, such as a larger size or a premium version of the product the customer is already viewing. The key is to make the offer feel intuitive and genuinely useful.
Is it better to offer a discount on the upsell item? Offering a small discount can be a powerful motivator. It makes the upsell feel like an exclusive deal and adds a sense of value that can encourage an impulse buy. You don't need to slash the price dramatically; even a modest discount can be enough to persuade a customer to add the item to their order. Just be sure to track your analytics to ensure the strategy is profitable and contributes positively to your average order value.
I'm not on Shopify Plus. Can I still create effective pre-purchase upsells? Absolutely. While Shopify Plus gives you the unique ability to add offers directly on the final checkout page, you have other valuable real estate to work with. You can place compelling upsells on your product pages to encourage a larger initial purchase. The cart page is another powerful spot to suggest related items just before the customer begins the formal checkout process. These placements are highly effective for increasing order value on any plan.