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How to Grow The Average Order Value Of Your Ecommerce Store

Despite the economic downturn, many consumers will be hunting for deals and bargains online, especially during the holiday season. This means merchants have a prime opportunity to grow their sales and recoup losses from recent months. However, besides selling to a high number of customers, merchants can also increase average order value to boost profits.  Let’s take a look at some of the tactics to help you get started. 

Offer minimum purchase amounts for free shipping or free gifts

Plenty of customers are willing to spend more in exchange for free shipping or free gifts.  Invespcro reports that nine out of ten consumers believe free shipping is a top incentive to shop online more often. You can even seal the deal with a free gift with minimum spend—because we all love to get free stuff. 

For example, Korean skincare brand Soko Glam is offering free shipping for orders under $35. To encourage larger orders, they also offer a free Discovery Mini set with small doses of beauty products for orders around $100+.

Offer product bundles

Another way to increase your AOV is to offer product bundles, customers are willing to spend more for a bundle of products. A set of products at a discounted price is a lot more appealing than an individual product, even if the bundle products are smaller. The end of the year is also a great time to get rid of deadstock accumulating in your warehouse. Hence, bundling unpopular items may help you free up space and increase conversions.

For example, Glossier has product bundles for skincare products that consumers can use for their daily routine. The product listing also shows the amount of money that customers can save from buying a set, instead of purchasing individually.

Launch a customer loyalty program 

Many customers are willing to spend more repeatedly, especially if they get rewarded for their loyalty. Having a loyalty program encourages customers to spend more repeatedly to get rewards. If they genuinely love the online store, then spending a few bucks for more rewards is a no-brainer. 

For example, Shein lets users earn points from every purchase which they can use towards money off their next purchase. 

Their system is unique because customers can earn points in a variety of ways, which contribute to user experience and Shein’s internal delivery feedback. For example, customers are encouraged to confirm their order, which gives them points but also allows Shien insights into their shipping process.  After each purchase is confirmed, customers are then encouraged to leave reviews and post pictures of the products within these. Each review per item with imagery amounts to 30 points which equates to £0.30, so it’s a relatively simple process for customers to earn money off their next order.

In turn, when new customers are browsing their site, they have access to a range of imagery of the product on different people and gain insight into the overall quality of it, which makes them more likely to purchase. They also send out unique voucher codes with each purchase made to the site.  Along with this, they host mini-games on their app where more points are available to earn, these are popular as they provide entertainment and ways to earn money off purchases. Mini-games are also an excellent way to increase engagement with your brand. 

Get in touch with the team today to see how we can support you in boosting your Average Order Value!

Chris Thomas


Chris Thomas

CEO & Founder

Chris has been at the forefront of eCommerce and a pioneer of online retailing since the early 00s. A 5-time Drapers Award winner, Chris has extensive experience in developing fashion brands online.

Chris founded Cake in 2016. Based in Birmingham, with offices nationwide, Cake specialises in helping fashion brands understand their market online and then helps to develop appropriate strategical direction to achieve their plan, all backed by his 20 years of operating in the retail market.