When you think about increasing your Average Order Value (AOV) in e-commerce, you probably imagine tactics like upselling, cross-selling, or offering free shipping. While these are effective, they’re far from the only strategies you can employ.
Today, I want to walk you through some unconventional ways to boost your AOV that most e-commerce brands are either underusing or completely overlooking.
1. Personalized Bundling for Targeted Segments
Most people believe bundling is about throwing products together and slapping a discount on it. But here’s the catch: generic bundles are a missed opportunity. Instead, look at your customer data and create personalized bundles for specific segments of your audience. Think of the frequent buyer who always purchases skin care products — why not bundle their favorite moisturizer with a matching serum?
This approach does more than just move products. It taps into the psychology of convenience and personalization. And bonus points: personalized offers can often justify a premium price. It’s all about making the customer feel like the bundle was designed for them.
2. Dynamic Pricing Based on Real-Time Behavior
Here’s something that’s underutilized: adjusting your pricing based on real-time customer behavior. Think of it like surge pricing, but for products. For instance, if a customer lingers on your product page for longer than average, or they’ve added multiple items to their cart but haven’t checked out, your system could offer a slight discount to incentivize a purchase.
This isn’t about cutting into your margins. Done right, dynamic pricing can nudge hesitant buyers to complete their purchase and maybe even add a few more items to their cart before hitting “buy.”
3. Implement an Exclusive VIP Tier Program
Loyalty programs are great, but they’re often too bland. Everyone can earn points, and eventually, everyone gets some generic reward. What if you turned your VIP program into something truly exclusive?
Create a VIP tier that can only be accessed by spending a certain amount within a short period, and let members unlock premium perks like early access to new products, limited-time offers, or even free consultations. This perceived exclusivity can push customers to spend more per transaction in order to hit that threshold, significantly lifting your AOV.
4. Leverage User-Generated Content as Social Proof
You’ve heard of the power of social proof. But here’s where most brands fall short: they rely solely on reviews and testimonials. The real game-changer? Use user-generated content (UGC) directly on your product pages to inspire trust and connection.
How does this increase AOV? When customers see real people using your products — and loving them — they’re more likely to purchase multiple items. You’re building a sense of community and validation, which directly impacts buying decisions. Don’t just stick to traditional reviews; curate Instagram stories, TikToks, and YouTube videos right where they make the biggest difference — at checkout.
5. Offer Buy Now, Pay Later (BNPL) — But With a Twist
Buy Now, Pay Later (BNPL) options have become increasingly popular. They break large purchases into smaller, interest-free payments, encouraging customers to spend more. But here’s an overlooked angle: offer BNPL only on orders above a certain amount.
Most brands make BNPL available for any purchase, but setting a minimum cart value to unlock BNPL encourages customers to hit that threshold. With the reduced psychological burden of large payments, your AOV will climb naturally, especially for higher-priced items.
6. Focus on Post-Purchase Upsells
The moment after a customer hits “buy” is when they’re most excited about their purchase. Capitalize on this by offering a post-purchase upsell. These offers are different from the typical pre-purchase upsells because customers have already committed to their order, and the fear of “buying too much” is gone.
For instance, after a customer completes a purchase, you can offer an add-on that complements their order at a discounted price for a limited time. Whether it’s a pair of matching socks for a shoe purchase or a phone case for a smartphone, this strategy encourages buyers to enhance their order with a little something extra.
The Takeaway
Everyone is looking for the next big tactic to boost their e-commerce AOV, but sometimes the biggest wins come from strategies most people aren’t even talking about. Whether it’s creating personalized bundles, using dynamic pricing to capture hesitant buyers, or leveraging user-generated content to build trust, these unconventional approaches are designed to deliver measurable results.
If you want to stand out in the crowded e-commerce space, it’s time to get creative. You don’t need to rely solely on traditional methods. These fresh tactics can give your store the boost it needs to not just survive, but thrive.
That’s all for this week! Now it’s time to take a look at your store and identify the first unconventional AOV strategy you can test out.
Until next time!