Low AOV means customers spend less per transaction, reducing overall revenue even if traffic and conversions are solid. Increasing AOV is about encouraging customers to buy more or higher-value items without compromising experience.
1. No Cross-Selling or Upselling
The problem:
If you’re not suggesting complementary or higher-value products, customers stick to low-ticket items.
Fix:
- Implement cross-selling: “Customers also bought” or “Frequently bought together” widgets
- Use upselling: recommend higher-tier versions or premium options of the product being viewed
- Promote bundles or kits that increase perceived value
Relevant suggestions increase cart size naturally.
2. Lack of Volume or Bundle Discounts
The problem:
Customers often respond to incentives to buy more.
Fix:
- Offer discounts for bulk purchases: “Buy 2, get 10% off”
- Create product bundles at a slightly discounted rate
- Show savings messaging clearly on product and cart pages
Bundles and volume discounts encourage customers to increase order size.
3. Free Shipping Threshold Too Low or Too High
The problem:
Shipping incentives can influence order value.
Fix:
- Set free shipping minimums slightly above current AOV to encourage larger carts
- Display messaging like: “Add $15 more to your order to get free shipping”
- Test different thresholds to find the sweet spot
Strategic shipping incentives can boost average order size without hurting margins.
4. No Promotions or Limited-Time Offers
The problem:
Without urgency, customers don’t feel compelled to increase purchase size.
Fix:
- Run time-sensitive promotions: “Free gift with purchase over $50”
- Highlight tiered discounts on cart pages
- Use limited-time bundles or seasonal offers
Promotions motivate customers to buy more to unlock savings or gifts.
5. Poor Product Recommendations in Checkout
The problem:
Cart abandonment or low AOV can result from missed recommendation opportunities.
Fix:
- Add “You might also like” or “Complete the set” suggestions in the cart or checkout
- Highlight popular add-ons, accessories, or consumables
- Use AI-driven personalization to match recommendations to shopper behavior
Relevant recommendations at checkout can increase AOV without disrupting the flow.
6. Low-Priced Product Mix
The problem:
If your catalog consists mainly of low-ticket items, AOV naturally remains low.
Fix:
- Introduce higher-margin or premium products
- Offer upsell versions of popular products
- Highlight premium products on homepage, product pages, and campaigns
A higher-value product mix naturally raises the average order size.
7. No Loyalty or Rewards Incentives
The problem:
Customers may spend more if there’s a benefit to increasing their order.
Fix:
- Implement a loyalty program that rewards points for higher purchases
- Offer VIP tiers with perks for spending over certain amounts
- Encourage repeat purchases by bundling rewards or discounts with larger orders
Incentivizing larger purchases creates a win-win for customers and business.
8. Poor UX for Cart Add-Ons
The problem:
Sometimes customers want extras but aren’t prompted or can’t find them easily.
Fix:
- Ensure cart and product pages highlight add-ons and accessories
- Use pop-ups or sidebars suggesting complementary items
- Make it easy to add additional items without leaving the cart
Convenient upsells improve AOV without annoying shoppers.
9. Ignoring Customer Segmentation
The problem:
Not all customers respond the same way to upsells or bundles.
Fix:
- Segment high-value vs. low-value customers and tailor offers accordingly
- Target repeat customers with exclusive bundles or premium add-ons
- Use past purchase behavior to personalize recommendations
Segmented strategies increase order value more effectively than generic approaches.
10. No Analytics or Testing
The problem:
Without tracking, you can’t optimize effectively.
Fix:
- Monitor AOV by product, category, and campaign
- Test different bundle types, discount thresholds, and cross-sell placements
- Adjust strategies based on data-driven results
Continuous testing ensures sustained AOV growth.
Quick Wins You Can Implement Today
- Add cross-sell and upsell recommendations on product and cart pages
- Introduce bundles or volume discounts
- Adjust free shipping thresholds to encourage larger orders
- Run limited-time promotions or gifts with purchase
- Personalize recommendations based on behavior and past purchases
- Test premium products and product mix for higher-ticket options
The Bottom Line
Low AOV limits revenue growth even with solid traffic and conversions.
- Cross-selling, upselling, and bundle strategies
- Incentives like discounts, free shipping thresholds, or gifts
- Premium product offerings and loyalty programs
- Data-driven testing and personalization
When optimized, these strategies increase cart size, revenue, and profitability without increasing customer acquisition costs.