Everyone loves chocolate covered strawberries but how do you sell more of them online?
Being the conversion rate optimization geek that I am. I ran across an interesting up sell technique on Sharis Berries the other day that I thought I’d share.
Instead of listing the full price for each up sell the Sharis Berries website simply has several options with X dollars more rather than list the full price of each up sell package.
In the mind of the visitor, this minimizes the mental sting on the total price. Since most people won’t do the math in their heads they are more likely to evaluate the up sell based on the additional dollar amount more rather than the total price.
Some areas they could improve this are:
1. Add an update to the hero product shot with rollover of the up sell choices. Right now they change the product image once you select the up sell. Adding a rollover would allow the visitor to browse or try on the up sell so to speak before committing with a click.
2. They drop the ball at the shopping cart, which is where the full sting of the price of the base line product plus the up sell are calculated together. In order to lessen the sting they need to bolster the value proposition right within the cart to continue momentum and not loose the sale.
I’d love to know what the cart abandonment rate is.
