Hacks to Maximize AOV

Here are various ways to increase AOV of a D2C brand.

I have also given an application for each of them for a frictional D2C

• Skincare brand that specializes in natural and organic skincare products and

• Clothing brand that specializes in sportswear.

1. Bundle Offers:

   1. Create product bundles with a discount compared to purchasing items individually.

   2. Promote bundles as a way for customers to save money while getting a complete solution.

   3. Skincare brand: Create a "Complete Radiance Set" that includes a cleanser, toner, moisturizer, and a speciality serum at a bundled price, offering customers a 20% discount compared to purchasing each item individually.

   4. Sportswear Clothing brand: Create a "Performance Pack" bundle featuring workout leggings, a moisture-wicking tank top, and a sports jacket at a bundled price, encouraging customers to purchase a complete workout outfit.
      

2. Cross-Selling and Upselling:

   1. Implement cross-selling strategies by recommending related products during the checkout process.

   2. Upsell higher-priced or premium versions of products to increase the overall transaction value.

   3. Skincare brand: During the checkout process, recommend adding a premium anti-aging serum or an SPF-infused day cream as an upsell, emphasizing their additional skincare benefits.

   4. Sportswear Clothing brand: During the checkout process, suggest adding premium athletic accessories like a sweat-wicking headband or compression sleeves to enhance the customer's workout experience.
      

3. Free Shipping Thresholds:

   1. Set a minimum order value for free shipping. This encourages customers to add more items to their cart to qualify for free shipping.

   2. Skincare brand: Set a free shipping threshold at $50. Encourage customers to explore additional skincare items, like a face mask or exfoliating scrub, to qualify for free shipping.

   3. Sportswear Clothing brand: Set a free shipping threshold at $75. Encourage customers to add more sportswear items like additional activewear or gym accessories to qualify for free shipping.
      
      

4. Limited-Time Promotions:

   1. Offer limited-time promotions such as "buy one, get one free" or discounts for orders placed within a specific time frame.

   2. Skincare brand: Introduce a weekend promotion offering a "Buy 2, Get 1 Free" deal on a popular moisturizer. This encourages customers to stock up on a product they love and potentially try new items.

   3. Sportswear Clothing brand: Run a limited-time promotion offering a discount on a popular sportswear set, such as a "Weekend Warrior Set" including shorts and a performance tee, to create urgency and drive higher AOV.
      

5. Loyalty Programs:

   1. Create a loyalty program that rewards customers for spending more. Offer points, discounts, or exclusive access to premium products.

   2. Skincare brand: Implement a loyalty program where customers earn points for each skincare purchase. After accumulating a certain number of points, offer a discount on their next order or a free travel-sized product.

   3. Sportswear Clothing brand: Implement a loyalty program where customers earn points for each sportswear purchase. Once they accumulate enough points, offer a discount on their next order or exclusive access to new athletic gear.
      
      

6. Product Recommendations:

   1. Leverage personalized product recommendations based on the customer's purpose of visiting the website

   2. Skincare brand: Utilize personalized product recommendations on the website based on a customer's skin type. If a customer regularly purchases products for sensitive skin, suggest a calming facial mist or a gentle exfoliator.

   3. Sportswear Clothing brand: Utilize personalized recommendations based on a customer's workout preferences. Suggest additional items like specialized running socks or cross-training shoes to complement their sportswear collection.

7. Minimum Purchase Discounts:

   1. Provide discounts or special offers for orders that exceed a certain monetary threshold.

   2. Skincare brand: Offer a 15% discount for orders over $75. This encourages customers to explore additional skincare items like serums or masks to take advantage of the discount.

   3. Sportswear Clothing brand: Offer a discount of $20 for orders over $100. This encourages customers to explore and add more high-performance sportswear items to their cart.
      

8. Product Customization:

   1. Introduce personalized product customization options with an additional cost, providing a unique and premium experience.

   2. Skincare brand: Introduce a customizable skincare set where customers can choose their preferred cleanser, serum, and moisturizer, allowing them to tailor the bundle to their specific skin concerns. Offer a small discount for purchasing the customized set.

   3. Sportswear Clothing brand: Utilize personalized recommendations based on a customer's workout preferences. Suggest additional items like specialized running socks or cross-training shoes to complement their sportswear collection.
      

9. Volume Discounts:

   1. Introduce discounts for customers purchasing larger quantities of a product. This can be particularly effective for consumable goods.

   2. D2C Skincare brand: Introduce a tiered pricing model for a popular cleanser, offering a 10% discount for purchasing 2 bottles, a 15% discount for 3 bottles, and a 20% discount for 4 or more bottles.

   3. Sportswear Clothing brand: Introduce volume discounts for basics like moisture-wicking T-shirts. Customers receive a discount when purchasing a pack of three or more, encouraging them to stock up on workout essentials.
      
      

10. Tiered Pricing:

    1. Implement tiered pricing structures, where the price per unit decreases as the quantity ordered increases.

    2. D2C Skincare brand: Implement tiered pricing for a line of natural face masks, where the price per unit decreases when customers buy a pack of 3 or more.

    3. Sportswear Clothing brand: Implement tiered pricing for premium sportswear items, such as compression leggings. The per-unit cost decreases when customers buy two or more pairs, encouraging them to consider multiple styles or colors.
       
       

11. Post-Purchase Upsells:

    1. Implement remarketing strategies to target users who have made a purchase and showcase complementary products. 

       • Skincare brand: Launch a remarketing campaign on social media targeting customers who have previously purchased a basic skincare set. Showcase a new, advanced skincare line and offer an exclusive discount to encourage them to upgrade their routine.

       • Sportswear Clothing brand: Implement remarketing ads on social media platforms targeting users who viewed specific sportswear products but did not make a purchase. Showcase those products again, along with a time-limited discount.

    2. After a customer completes a purchase, present them with exclusive offers or upgrades to increase their spending.This can be done via CRM messaging like WhatsApp & Email. Be careful and don’t overdo it as it may appear to salesly.

       • Skincare brand: After a customer completes the purchase of a facial cleanser, present them with a one-time offer to add a matching toner at a discounted price to enhance their skincare routine.

       • Sportswear Clothing brand: After a customer purchases a pair of running shoes, present them with an exclusive offer to upgrade to a premium insole or purchase moisture-wicking athletic socks at a discounted price.

    3. One non salesy way to do so is by providing content that educates customers about additional products or accessories that complement their initial purchase. We can do so via WhatsApp and Email channels. 

       • Skincare brand: Share blog posts or video content educating customers about the benefits of incorporating a specific serum or vitamin C treatment into their skincare routine. Include links to the products being discussed to drive additional purchases.

       • Sportswear Clothing brand: Create blog posts or video content educating customers about the benefits of compression wear for muscle recovery, and provide links to the sportswear items featured in the content.

12. User Experience Optimization:

    1. Optimize the website's user experience to streamline the purchasing process and encourage customers to explore and add more items to their cart.

    2. Skincare brand: Optimize the website's user interface to prominently display related products, special offers, and product bundles on the product pages and during the checkout process, making it easy for customers to discover and add complementary items to their cart.

    3. Sportswear Clothing brand: Optimize the online shopping experience by featuring a "Complete Your Look" section on product pages, suggesting complementary items like matching workout accessories or outerwear.
       
       

13. Gift with Purchase:

    1. Offering a complimentary item when customers make a qualifying purchase to incentivize higher spending.

    2. Skincare brand: Offer a free, exclusive gift (such as a travel-sized serum or a branded skincare accessory) with orders over a certain amount. This incentivizes customers to spend more to receive the bonus gift.

    3. Sportswear Clothing brand: Offer a free branded water bottle or a compact workout towel as a gift with any purchase over $50. This not only adds value to the customer's order but also encourages them to reach the minimum threshold for the free gift.