Best Cart Abandonment Upsell Strategies to Recover More Sales
Cart abandonment is one of the biggest lost revenue sources in ecommerce — but it’s also one of the easiest to fix with …
Most merchants think about upsells after a customer buys. What if you could increase order value before they ever hit the checkout button? That’s the power of pre-purchase upsells. Whether it’s an in-cart suggestion, a product page upgrade, or a strategic pop-up, pre-purchase offers give you a chance to raise AOV without interrupting the buying journey. In this guide, we’ll break down what pre-purchase upsells are, where to place them, how to choose the right products to offer, and why they’re essential for maximizing revenue.
What Is a Pre-Purchase Upsell?
A pre-purchase upsell is an offer shown to shoppers before they begin the checkout process. It’s typically embedded within:
- The product page e.g. “Upgrade to a bundle”
- The cart drawer e.g. “Add this complementary item”
- A pop-up or slide-in shown after adding to cart Unlike post-purchase upsells, these offers aim to increase cart size upfront, while the shopper is still making purchasing decisions.
Why Pre-Purchase Upsells Work
Pre-purchase upsells work because:
- Timing is perfect: The shopper is actively browsing, with high intent.
- No friction: You’re not interrupting checkout or causing extra confirmation steps.
- You influence cart value: By adding just 1 or 2 more items, you boost AOV. Sometimes significantly.
Best Places to Use Pre-Purchase Upsells
Here’s where these upsells work best:
Product Pages
Example: “Upgrade to the Pro version” or “Buy 2, get 1 50% off”
Why it works: The buyer is focused on a specific product, so complementary or upgraded versions feel natural
Cart Drawer / Slide-Out Cart
Example: “You may also like…” or “Add this and unlock free shipping”
Why it works: The shopper is ready to check out, so you can add small, impulse-friendly items here
Add-to-Cart Confirmation Pop-Ups
Example: “Customers who bought this also added…”
Why it works: Quick visual upsells at the moment of cart engagement
What to Offer in a Pre-Purchase Upsell
To keep conversions high, offer:
- Low-friction add-ons: Accessories, smaller items, samples
- Upgrades or bundles: Premium versions or discounted multi-packs
- Urgency-driven offers: Limited-time add-ons (“Only 2 left” or “Add now and save 20%”) Bonus: Tie it to your free shipping threshold to motivate upsells that serve multiple goals.
Pre-Purchase vs. Post-Purchase Upsells
| Pre-Purchase Upsells | Post-Purchase Upsells |
|---|---|
| Before Checkout | After Checkout |
| Affects cart value | Doesn’t delay conversion |
| Ideal for impulse add-ons | Great for high-margin offers |
| Must not distract from checkout | Can be more aggressive |
Use both — they serve different goals in the same upsell funnel.
Tip
✅ Keep the offer relevant to what’s in the cart
✅ Use smart placement (don’t bury the offer)
✅ Avoid too many choices — offer 1–2 options max
✅ Use visuals: show product images and prices
✅ Test offers based on cart value or product type
Final Thoughts
If you’re only using post-purchase upsells, you’re leaving money on the table. Pre-purchase upsells are one of the easiest ways to increase revenue without adding friction to your customer journey. Start with one smart offer on your product page or cart drawer and let Sweet Upsell handle the rest.