Does moving the upsell into the order summary lift cart conversion?
Our desktop cart showed an upsell in its own spot, apart from the order summary. We moved it into the order summary, a more familiar place for add-ons. Over 12 days, conversion fell 3.2%, short of our confidence bar.
Not significant Desktop 12 days Not called
The hypothesis
By moving the upsell into the order summary, we will cut noise in the cart, resulting in more shoppers completing their purchase.
The goal of the cart is to complete the purchase. An upsell placed apart from the order summary added noise and pulled attention from the checkout button. Most stores show add-ons inside the summary, so we tested that placement.
What we changed
The upsell moved into the order summary of the desktop cart
Var A moved the upsell from its own spot in the cart into the order summary, where shoppers review their items before checking out.
- Upsell moved into the order summary
The result
Conversion fell 3.2%, short of our confidence bar
Over 12 days, the new placement converted 3.2% worse than the original, and revenue per visitor was 2.5% lower. Neither gap reached our confidence bar. The move had no clear effect either way, so we paused it after 12 days and moved on to the next round.
What we would do next
Leave the upsell in place and test bigger cart changes
Where the upsell sat did not change how shoppers checked out. We would leave it where it was and focus the next round on changes with more potential, such as removing exits from the cart.
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