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Getting Your Customers To Spend More Money
Proven tips to drive your AOV, and more.
Welcome to the D2C Funnel Newsletter. It is Jacob from Shivook.
Before you read, be sure to sign up for a free strategy session with me where we can draft a custom funnel for your brand! Apply Here
In today’s newsletter, we will go over
Quote of the week
A ton of good resources for you to check out
How to get your customers to spend more money
And much, much more…
Quote of the week
"Marketing's job is never done. It's about perpetual motion. We must continue to innovate every day." - Beth Comstock
If you aren’t moving forward, you’re falling behind!
Top Links of the Week
If You Haven’t Already, Subscribe to My YouTube Channel. I Post Some Really Good Content Over There.
Deep Dive
When it comes to boosting your customers' spending, the quote of the week really hits the nail on the head. Implementing AOV strategies isn't a one-time thing; it's a trail you've got to keep trekking. Otherwise, you’ll start to find yourself and your brand falling behind - no one wants this.
Many of my clients come to me because they are dealing with profitability issues. One of the ways to improve profitability is to improve your ROAS. And one of the ways to improve your ROAS is to improve your AOV. This is why AOV is so important.
Product bundles, pre-purchase upsells, and post-purchase upsells are some common strategies that brands use to drive AOV. Examples:
This is a great post-purchase up-sell example from Dollar Shave Club. It takes place after the customer has already placed their order so “tossing more in” is pretty much frictionless. Use your headline and sub headline to make this process feel good for your customers and you’ll start to see your AOV increase.
This an example of a bundle from one of our clients, 310 Nutrition. Bundles are effective for driving AOV because they’re offering customers a compelling value proposition: more for their money.
This is especially effective with first time customers. They may not know what they like most from your brand yet, so it gives them a good opportunity to try a little bit of everything.
Another amazing way to drive AOV is through incentivizing customers with free gifts when they spend more. Example:
This example is from a landing page I made for Duradry. (the full page is linked at the top of the newsletter. Feel free to check it out)
As you can tell, if you buy one stick of deodorant you get one free gift, but if you buy 4 sticks you get 4 free gifts.
In essence, it’s the same thing as a product bundle. The difference is that you’re giving customers a few different options to counteract the “deal or no deal” aspect of the first bundle example I showed you.
Most customers are still going to opt into the higher quantities because the incentive is strong, but you won’t lose them if they can’t afford the 4-pack.
A couple more straight forward strategies you can test to get customers spending more money on your site are package protection programs, including gift cards in your bundles, increasing prices, increasing shipping prices.
Creating a system to continuously test different AOV strategies can be overwhelming and complicated, but it’s very important for increasing profits and scaling altogether.
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