Nick Shacoford, a Partner at Breeze specializing in customer experience and retention, discusses innovative strategies for optimizing checkout processes. He reveals how Brez generated $58,000 in a week through post-purchase upsells without requiring customers to re-enter payment info. Nick emphasizes the importance of treating post-purchase as its own marketing channel, strategizing upsells for new versus returning customers, and setting effective free shipping thresholds to boost average order value. All insights aim to enhance customer satisfaction while driving sales.
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volunteer_activism ADVICE
Upsell More Same Product First
Start upselling by offering more of the same product at a discount post-purchase.
Next, introduce congruent cross-sells after maximizing take-rate on the original product.
question_answer ANECDOTE
ID Checks Shape Upsell Strategy
Brez faces ID verification challenges limiting checkout upsells.
They rely heavily on post-purchase upsells for increased revenue.
volunteer_activism ADVICE
Test Large Supply Offers First
Test pushing larger supply offers like annual at heavy discounts to boost AOV.
Then progressively offer smaller quantities like 6 or 3 months to maintain purchase interest.
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💸 Aftersell - Use upsells to boosts sales by up to 30% with a custom cart, checkout & post purchase upsell experiencehttps://www.aftersell.com/podclass?utm_campaign=10752769-Podclass&utm_source=youtube&utm_medium=social💰 Post-Purchase Upsells are Key: Brez generated $58,000 in Afterell revenue in a single week, highlighting the significant impact of post-purchase upsells on AOV. They use this channel to offer additional products without requiring customers to re-enter payment information.📈 Strategic Free Shipping Thresholds: Setting a free shipping threshold at $100-$120 incentivizes customers to increase their order size, directly impacting AOV.🔄 Segmenting Upsell Funnels: Brez uses different upsell strategies for new vs. returning customers, recognizing that repeat buyers respond better to offers congruent with past purchases and subscription options.🛍️ Maximizing AOV through Bundling and Discounts: Offering bundles and discounts, especially post-purchase, drives AOV. The key is to strategically offer larger quantities (e.g., a year’s supply) at significant discounts first, then progressively offer smaller quantities as needed.🤔 Treat Post-Purchase as a Separate Channel: Nick emphasizes treating post-purchase upsells as a separate marketing channel, requiring the same level of attention and optimization as other channels like Meta ads or email marketing.0:00 - Intro2:37 - Breaking 100 million in sales and mindset shifts3:34 - Challenges faced building Brez5:34 - CAC and marketing strategy7:40 - AOV and customer retention9:01 - Free shipping thresholds to boost sales10:14 - Upselling and increasing customer purchases19:34 - Distinct funnels for new and returning customers21:49 - Focusing on owned channels for better control over marketing efforts22:11 - Impact of improved conversion rates on sales23:40 - Consumer behavior regarding discounts and upselling strategies25:04 - Split testing price points to optimize sales27:03 - Customer experience in the post-purchase phase29:11 - Integration of upselling tools into the customer journey34:14 - First-order profitability to sustain business growth37:02 - Subscription models for cash flow stability39:12 - Setting spend targets and managing customer acquisition costs effectively42:04 - Measuring key metrics like take rate and average order value43:11 - Final chewFollow us, subscribe to our newsletter, and to see our exclusive merch check outhttps://chewonthis.io/Ron Shah - https://twitter.com/obviceoAsh Melwani - https://twitter.com/ashvinmelwaniChew On This - https://twitter.com/chewonthisdtc
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