If you run a Shopify store, you’re likely searching for effective ways to increase sales without raising your ad spend. One of the most powerful methods to grow revenue is through well-timed upsells and cross sells. But when is the best time to offer these—before checkout or after the sale is complete?
What Are Upsells and Cross Sells? While upselling and cross selling often get lumped together, they serve different purposes —and both are powerful tools for increasing revenue in your Shopify store.
Upselling encourages customers to spend more by offering a premium version or an upgraded package of the item they’re already considering.Cross selling suggests related or complementary products that enhance the original purchase.Think of it this way:
📌 Example for a Shopify fashion store:
Pre-Purchase vs Post-Purchase Upsells: What’s the Difference? Both tactics are designed to get your customers to spend more—but the timing makes all the difference.
✅ Pre-Purchase Upsells
📌 Example: A customer adds a $35 face serum to their cart. You offer them a 3-pack bundle for $90 (saving $15). That’s a pre-purchase upsell.
✅ Post-Purchase Upsells
📌 Example: After a customer buys the serum, you offer them a $9.99 storage pouch or a $5 sample of your new moisturizer—without making them re-enter payment info.
Top Shopify stores don’t treat pre-purchase and post-purchase upsells as an either/or choice —they use both to maximize revenue. Upsells increase your average order value (AOV), while cross sells create a more engaging and personalized shopping experience that encourages repeat business.
By strategically combining upsells on product pages, in carts, and after purchase, you guide shoppers through a value-driven journey that feels helpful—not pushy.
Pros and Cons of Pre-Purchase and Post-Purchase Upsells Choosing between pre-purchase and post-purchase upsells isn’t always black and white—it depends on your goals, your customer journey, and how you implement them. Let’s break down the strengths and trade-offs of each:
🛒 Pre-Purchase Upsells Pros:
Increases cart value immediately: These offers show up before checkout, giving you a chance to boost the order total right away. Feels natural while shopping: When done right, pre-purchase suggestions feel like helpful recommendations—not pushy sales tactics. Gives shoppers control: Customers can easily choose what to add or ignore without interrupting their flow. Cons:
Risk of overwhelming the customer: Too many product suggestions or pop-ups can clutter the experience and lead to decision fatigue. Potential checkout friction: If upsell offers slow down the path to checkout, you may see an increase in cart abandonment. It's a fine line between helpful and distracting. 💬 Post-Purchase Upsells Pros:
Zero risk of disrupting checkout: These offers appear after payment is complete, so they don’t impact conversion or cart abandonment. Feels like a thank-you or bonus: Customers are more open to offers after committing, especially if the upsell feels exclusive. Ideal for one-click add-ons: Shopify often allows adding these with one click, making it easy to increase AOV. Cons:
Lower visibility: Not every customer stays on the thank-you page long enough to see post-purchase offers. Timing matters for follow-ups: If upsells come via email or SMS, the message must hit the right moment—too early or late and it can be ignored.
How to Drive Upsell Success: 3 Psychological Triggers Understanding customer behavior is key to mastering upsells and cross sells in your Shopify store. The most successful brands don’t just guess—they use psychological principles to influence buying decisions without being pushy.
Let’s look at the 3 mental triggers that make upsells work—and how to apply each one strategically.
1. Commitment Bias → Use Post-Purchase Upsells Once a customer says “yes” to a purchase, they’re more likely to say yes again—this is called commitment bias. It’s why post-purchase upsells are so powerful: they don’t interrupt checkout, and customers are already in a buying mindset.
🛍️ Real-world use: Beauty brands often offer a travel-size version of a related product after checkout. It feels like a no-brainer add-on and increases AOV without risking the original sale.
2. Anchoring → Use Pre-Purchase Upsells Anchoring is the technique of showing a high-priced option first to make the next offer feel like a better deal.
Use this in pre-purchase upsells by offering a more expensive product or bundle first. Then, the standard or discounted version looks like a bargain.
🛍️ Example: Show a 5-pack of candles for $75 before offering a 3-pack for $45. It reframes the value and increases conversions.
Urgency drives action. Whether it’s “limited stock” or a 10-minute countdown, customers are more likely to act when there’s a ticking clock.
This works best in post-purchase upsells, where the pressure to make a quick decision can lead to fast wins—without the fear of cart abandonment.
🛍️ Example: “Add this pouch for $9.99—offer expires in 5 minutes!”
How Successful Shopify Stores Use Upsell Triggers Top-performing Shopify stores don’t just use upsells randomly—they align them with customer psychology and the shopping journey. Here are some examples:
Shopify Store Type
Trigger Used
Pre-Purchase Strategy
Post-Purchase Strategy
Skincare & Beauty
Commitment bias
Bundles on product page
Mini add-ons after checkout
Home & Decor
Anchoring
“Buy 2, get 1” in cart
Accessory cross sells
Apparel
Urgency
Complete-the-look sets
Timed discount on second order
Which Upsell Strategy Drives More Revenue? Here’s a side-by-side comparison based on results from real Shopify stores:
Metric
Pre-Purchase
Post-Purchase
Boosts AOV
✅ High
⚠️ Medium
Boosts conversion rate
⚠️ Medium
✅ High
Customer experience
⚠️ Can distract
✅ Seamless
Risk to checkout
⚠️ Higher
✅ None
💡 Pro Tip: When used together , these strategies can increase total revenue per visitor by 30–40% .
Tools That Turn Upsell Strategy into Sales To effectively implement these upsell techniques, your Shopify upsell app should offer:
Pre-purchase offers with anchoring logic One-click post-purchase upsells Smart timing and targeting Here’s a quick comparison of popular apps for your Shopify store :
Feature
Cross Sell & Upsell
ReConvert️
Zipify OCU
Honeycomb Upsell
Pre-purchase upsells
✅
✅
✅
✅
Post-purchase upsells
✅
✅
✅
✅
8+ placement locations
✅
❌
❌
❌
Transparent pricing
✅ No hidden fees
⚠️ Features locked behind revenue tiers or extra charges
❌ May include per-usage pricing depending on volume
❌ Expensive plans, limited flexibility
Choosing the Best Upsell Strategy for Your Shopify Store Both pre-purchase and post-purchase upsells have unique benefits, and the best Shopify stores use them together to maximize revenue and create a smooth, personalized shopping experience.
By understanding customer psychology and leveraging proven triggers like commitment bias, anchoring, and urgency, you can create upsell offers that feel natural and valuable—not pushy. The right tools will make implementing these strategies easy and effective.
If you want to grow your Shopify store’s revenue, don’t choose between pre- and post-purchase upsells—use both strategically, and watch your sales soar.
Q: Can I use both pre-purchase and post-purchase upsells in the same Shopify store?
Q: Will upsells hurt my conversion rate?
Q: How many upsell offers should I show a customer?
Q: Do post-purchase upsells require customers to re-enter payment information?
Q: How do I choose the right upsell app for my store?
Ready to boost your Shopify sales with smart upsells and cross sells? Try Cross Sell & Upsell today to create powerful pre-purchase and post-purchase offers that grow your average order value and delight your customers!
