Mastering Upsells: 12 Tips To Increase Your Upsells & Drive Higher Average Order Values

If someone’s ever asked, “Want to make that a large for just a pound more?”—you’ve seen upselling in action. It’s not about pushing something people don’t need. It’s about showing a better option that adds real value. When done well, it helps the buyer and lifts your sales without being pushy or annoying. Let’s talk about how to upsell products in a way that feels honest, human, and genuinely useful. The goal? Make the customer happy while gently raising your average order value. Companies that upsell drive 70–95% of their revenue from upsells and renewals.

1. Start With What People Actually Want

Upselling only works when the extra thing feels like a better version of what they already chose. If someone’s buying a camera, offer them a slightly better lens—not a backpack. This works because the upgrade makes sense. It adds value without forcing the customer to change their direction. Look at their behaviour—what they clicked, what they compared, what they added to the cart. That’s how you know what to offer. You’re not changing their mind—you’re helping them make a slightly better choice. That’s how to upsell customers in a way that feels respectful.

2. Keep It Easy to Say Yes

The best upsell offers feel like a small step, not a big leap. Don’t ask someone to double their spend at checkout. Offer a better version for a few extra pounds. Like saying, “Want the version that charges twice as fast for £8 more?” That’s an easy yes. You’re not changing the product, just nudging them to something a little better. The wording matters too—keep it clear, friendly, and brief. No big pitch needed. Just a line or two that makes the upgrade feel obvious. That’s how to upsell a product without overwhelming people.

3. Bundle Smart, Not Bigger

A good bundle feels like it saves time and effort, not like it’s padded with extras. If someone’s buying a skincare item, don’t throw in five unrelated creams. Offer a simple morning routine kit that makes their decision easier. That’s how to upsell products without making them feel like they’re overbuying. A smart bundle solves a problem in one go. It makes the customer feel like they’re getting more while still buying what they came for. This kind of upsell adds convenience and value—which is exactly what a good upsell should do.

4. Use Price Anchoring

People judge prices by comparing. If you show a basic, a mid-level, and a premium version, most will go for the one in the middle or slightly higher. That’s price anchoring. The job here isn’t to push the most expensive item—it’s to help people understand what they’re getting. Lay the options out clearly, and make sure the better version has visible benefits. Not hidden features or jargon. Just say: “Includes 3-year warranty and priority support.” That’s enough. When people see real value in the higher tier, they’ll often choose it themselves. That’s a clean, effective upsell.

5. Add a Gentle Push With Free Shipping

This one’s been around forever—and still works. If free shipping kicks in at £50 and your customer’s cart is at £42, don’t keep it a secret. Show them: “You’re £8 away from free shipping.” That gives them a reason to look again. It’s a soft nudge, not a sales pitch. People hate paying for delivery more than they mind spending a bit extra. This method of how to upsell products feels fair, simple, and even helpful. You’re not asking them to buy more for the sake of it—you’re helping them avoid a fee.

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6. Use Timing That Makes Sense

The moment matters. If someone’s just made a decision, they’re more open to hearing “while you’re here, would you like this too?” But if you throw in offers the second they land on your site, it can feel like noise. Post-purchase is often a great time. For example, someone buys a fitness tracker—you follow up with an email offering a band upgrade or warranty add-on. It fits. Upselling works best when it feels timely, not random. Learn when your customers are most receptive, and use those moments.

7. Show Real Proof That It’s Worth It

People trust people more than brands. If your upsell item has five-star reviews or has been bought by thousands, say so. Better yet, show a review that highlights the upgrade. “Switched to the Plus model and love the extra battery life.” That’s real and relatable. Social proof works because it removes the guesswork. Customers think, “If it worked for them, maybe it’ll work for me too.” This kind of trust-building is one of the easiest ways to learn how to upsell a product that doesn’t feel salesy.

8. Don’t Let Automation Overdo It

Not every tool needs to be turned up to max volume. Pop-ups, auto-emails, smart suggestions—if overused, they lose impact. Upselling is most effective when it feels relevant and well-timed. If someone adds one item to their cart and instantly gets five pop-ups, they’ll just close the tab. Instead, set up your system to respond to real signals. Like someone spending time on a product page or hovering over the upgrade option. That’s when your upsell can show up and feel helpful—not annoying. Be thoughtful, not loud.

9. Give Them a Reason to Upgrade

Don’t assume customers know why they should pay more. Spell it out clearly. What does the upgrade actually do for them? Better results? More comfort? Longer use? Use plain language. Instead of saying “Advanced thermal settings,” say “Keeps you warm even in minus 10°C.” That’s real, relatable, and makes the upsell feel worth it. You’re not tricking anyone—you’re showing how spending a little more could make their experience a lot better. That’s how to upsell customers without needing a pitch. Just show the difference clearly and let them choose.

10. Upsell With Loyalty, Not Pressure

People love feeling like they’re getting something extra. A loyalty program can turn an upsell into a reward. “Buy this combo and you’ll earn double points.” That’s a nudge that feels good. It’s not pushy. It feels like a favour. It says, “Here’s a better deal for someone like you.” When upselling is tied to a benefit customers already value—like points, perks, or gifts—they’re more likely to go for it. This is how to upsell products in a way that builds long-term trust, not just a one-time sale. Also, 48% of shoppers spend more when their journey is personalized. That makes loyalty programs and smart upsells a perfect pair.

11. Make Upselling Part of the Experience

Upselling shouldn’t be bolted on like a last-minute afterthought. It works best when it’s built into the way your site or sales process flows. A product page could show three versions: basic, popular, premium. Your checkout page could gently offer a related item. Your order confirmation email could suggest an accessory. All of this can feel like part of the service—not a hard sell. That’s the goal. It should never feel like you’re pushing something extra. Instead, it should feel like you’re improving what the customer already chose.

12. Keep Testing What Actually Works

No upselling trick works for everyone. What works on a skincare site might flop on an electronics shop. So test. Swap placements, try different bundles, try new wording. See what gets attention. Look at what gets ignored. Use real behaviour to guide your offers. This is how to upsell a product properly: not by guessing, but by watching and adjusting. Customers will show you what works—you just need to pay attention. The best upsell ideas usually come from your actual data, not from following a trend.

Conclusion

Upselling isn’t about pressure—it’s about timing, clarity, and showing better value. When it feels natural and helpful, customers don’t mind at all. In fact, they often thank you for it.