Increasing your average order value (AOV) is one of the most direct ways to boost revenue without spending more on acquisition. We see so many brands chasing new customers, but this is an easier way to grow your bottom line.
The higher your AOV, the more profitable every transaction becomes. You free up budget to scale ads, test new channels, or reinvest in customer experience. Our top tips on how to increase AOV e-commerce include:
- Product bundling and tiered discounts
- Personalized cross-sells and upsells
- Loyalty and membership programs
- Free shipping thresholds
- Post-purchase offers and retention campaigns
Learn more about how to increase AOV of your e-commerce store below, including how Rivo helps turn one-time buyers into higher-value customers. Our Shopify loyalty program, membership program, and referral programs empower you to boost retention effortlessly.
You get 150+ loyalty features and powerful automation to help lift AOV, repeat purchase rate, and lifetime value without dev work. Request a demo today to see what Rivo can do for you!
“So glad I decided to go with Rivo. I was having a few issues setting it all up so I emailed them. Arianne responded back promptly and fixed both of the issues fast. One of the best customer service experiences I have had.” - MillerCandleCo.
“We’re new to the Rivo platform, and our experience so far has been excellent. The app itself is amazing—by far one of the best we’ve used.” - Lovtastic Creations
“Amazing app. It has some really useful features and the customer support team is phenomenal. They respond within seconds and they are very knowledgable. As a store owner, this app is showing a lot of results and our customers are super happy to be using the rewards system we have. It increased engagement and purchases.” - CSVape.com
What is Average Order Value (AOV)?
AOV is among the most telling performance metrics in e-commerce. In plain terms, it tells you how much customers spend - on average - when they buy from you.
You can see why raising this figure is so powerful for Shopify brands. Your profitability climbs without increasing ad spend anytime customers throw an extra product to their cart, or purchase more quantities, or add purchase protection/premium shipping.
Higher AOV also means stronger cash flow, better margins, and more room to reinvest in growth. It can be the difference between surviving on volume and scaling sustainably.
That’s why leading merchants focus on AOV alongside acquisition and retention metrics. One of the more powerful customer retention statistics we’ve come across recently is that a 10% increase in AOV across thousands of orders can translate to tens or even hundreds of thousands of dollars in extra revenue.
For example, if your store averages 5,000 orders a month at $60 AOV, that’s $300,000 in monthly revenue. Raising AOV just 10% (to $66) adds an extra $30,000 per month, or $360,000 annually, without acquiring a single new customer!
Calculating AOV for Your Shopify Store
Before learning learn how to increase AOV, e-commerce store owners need to figure out where they’re starting from. Calculating AOV is pretty simple. Just divide your store’s total revenue by the total number of orders over a set time period.
For example, if your Shopify store made $50,000 from 1,000 orders, your AOV is $50. You can easily retrieve this data from Shopify analytics. Find it under Reports → Finances → Sales over time.
You can filter by date range, campaign, or customer segment to see trends, like how AOV changes during promotions or with loyalty members. Speaking of changes, let’s share some tips on how to increase AOV e-commerce.
How to Increase AOV of Your E-Commerce Store
There are dozens of proven ways you can go about increasing AOV for your Shopify storefront. But it’s not as simple as slamming customers with upsells and cross-sells. You have to stay tactful in how you do it to avoid pushing customers away.
When done right, you create a smoother, more rewarding shopping experience that naturally inspires higher-value purchases. Customers don’t feel like they’re being sold to, but rather, you’re helping them make the most of your product/service. Here are some tips…
Use Product Bundles and Kits to Encourage Larger Purchases
Product bundles are among the best ways to increase AOV in e-commerce because they create value through convenience. Why sell a single product when you can group together complementary items into a “kit” that feels curated?
For instance, a skincare brand might package a cleanser, toner, and moisturizer together at a small discount instead of forcing customers to buy them separately. The customer gets a full routine in a single click; you get a higher cart value. Everyone wins!
Just make sure you’re being smart about it. Don’t just lump random items together for the sake of moving the needle higher on AOV. Analyze your Shopify order data to identify products that are frequently bought together.
Then, position bundles as problem-solvers. Thinking back to our skincare example, “The Complete Hydration Set” is probably going to sell better than “Moisturizer + Toner Bundle.”
Introduce Tiered or Threshold-Based Discounts
Another simple tactic for increasing AOV is setting up threshold discounts. For instance, “Spend $75, get 10% off.” This gives customers a reason to add one more item to their cart. They work because they make shoppers feel rewarded for spending slightly more.
Tiered incentives take it further. For example:
- Spend $50 → Free shipping
- Spend $100 → 10% off
- Spend $150 → Free gift + 15% off
Shopify scripts or apps like Rivo’s loyalty automation can handle these automatically. It’s easy to display dynamic messages at checkout to nudge customers closer to the next tier.
Upsell and Cross-Sell With Relevance
You can’t have a conversation on how to increase AOV e-commerce without discussing upsells and cross-sells. But these strategies work best when they don’t feel forced. Recommending a more premium version or add-on only converts if it fits the shopper’s intent.
A customer buying sneakers could be open to a waterproofing spray to protect their investment. They’re probably not interested in buying a second pair of shoes right now, though.
Use your Shopify product data and browsing history to power relevant cross-sells. Integrate recommendations into product pages, the cart, and even post-purchase emails.
One really unique tactic for increasing AOV and customer loyalty at the same time is that you can offer bonus points for buying these recommended add-ons through Rivo’s loyalty tools, which are built with powerful personalization capabilities.
Offer Subscription or Membership Options
Subscriptions automatically raise AOV because they lock customers into repeat, higher-value orders. Membership programs go a step further. Customers pay upfront for benefits like exclusive discounts, free shipping, or early access.
Rivo has an intuitive Shopify Plus membership program you can use to set up stackable discounts, checkout extensions, and all the modern tech Shopify Plus has to offer. You gain access to 50 features out of the box.
Incentivize Customers Through Loyalty Programs
Loyalty programs encourage customers to spend more, more often. A simple points-based system (“Earn 1 point per $1 spent”) can nudge shoppers to add another item just to reach their next reward threshold.
You can go even further, though, with VIP tiers, milestone bonuses, and product-specific point multipliers. For example, offer double points on higher-margin items or exclusive rewards for crossing a certain spend level.
The psychology is simple: people love earning toward something tangible, and they’ll often spend more to get there. Rivo is helping brands earn an impressive loyalty program ROI, 52x in some cases. See case studies here to learn how to increase AOV e-commerce with Rivo.
Enhance Product Page and Checkout Experience
Any friction along the customer acquisition journey can cost you sales. AOV often drops not because customers don’t want to spend, but because the path to purchase feels clunky. Simplify product pages by showing clear pricing, bundle options, and reviews upfront.
Consider integrating loyalty points redemption and upsell options directly into Shopify’s native flow at checkout so the experience feels like an extension of your brand, not a pop-up interruption.
For example, you could highlight “You’re $10 away from free shipping” progress bars or “Add one more item to unlock 100 points.” Small visual nudges can have a measurable impact. It might be worth hiring a CRO to assist with this.
Use Free Shipping or Gifts as Spend Incentives
Free shipping is still one of the best ways to increase AOV in e-commerce today. In fact, studies show that many customers will spend up to 30% more just to avoid a $5-$10 shipping fee. Pair that psychology with tangible thresholds: “Free shipping over $75” or “Free candle on orders above $100.”
Using gifts works just as well, if not better. But like we mentioned earlier with upsells, cross-sells, and bundles, it has to be relevant. Don’t just throw leftover inventory or cheap gifts at your customers.
A beauty brand might include a travel-size serum; a coffee roaster could toss in a sample bag of a new roast. These bonuses feel personal and create product discovery opportunities.
Leverage Post-Purchase Upsells
Don’t stop selling when checkout ends. Post-purchase upsells can increase order value without adding friction to the buying process. All you have to do is show customers a one-click upsell page after they place their order: “Add a cleaning kit for 25% off,” for instance.
The best part is that customers don’t have to re-enter payment information. This approach works really well for accessories, refills, or complementary items. Tools like Shopify’s native post-purchase offers or integrated loyalty triggers in Rivo can automate this seamlessly.
A/B Test and Analyze Results
Every strategy for increasing AOV depends on testing and data. What works for a skincare brand might flop for an electronics retailer. Use A/B testing to compare bundle pricing, free shipping thresholds, and upsell placements.
Shopify’s built-in analytics and Rivo’s performance dashboards make it easy to measure how loyalty incentives impact AOV, repeat purchase rate, and total revenue. Track incremental lifts over time. Remember, all it takes is a 10% lift to AOV for a notable impact on the bottom line!
And don’t forget the human side of testing: collect customer feedback. Ask what offers feel valuable versus gimmicky, and refine accordingly. This one-on-one connection with your customers fosters a stronger sense of loyalty, too!
Parting Thoughts on How to Increase AOV E-Commerce
We hope this guide on how to increase AOV e-commerce has left you confident in your next steps. There are so many ways you can go about increasing AOV.
Just remember, the best ways to increase AOV in e-commerce feel natural. Don’t look at this as squeezing more from every shopper. It’s about designing better experiences that make spending feel natural.
You can learn more about the average CAC for e-commerce, customer loyalty personalization, or loyalty segmentation in our blog. Otherwise, the only thing left to do is start increasing AOV with Rivo today!
Frequently asked questions
What is AOV in e-commerce?
It measures the average dollar amount customers spend each time they place an order on your online store. It’s one of the key metrics that shows how effectively you’re monetizing your existing traffic.
How is average order value calculated?
Divide your total revenue by the number of orders over a specific period. For example, if you generated $50,000 from 1,000 orders, your AOV is $50.
What’s the link between AOV and profitability?
Higher AOV means greater revenue per transaction - which translates to better profit margins, assuming marketing and fulfillment costs stay the same.
What are the best ways to increase AOV in e-commerce?
Bundle products, use threshold-based discounts, reward loyalty through programs like Rivo, and personalize upsells or post-purchase offers to increase order size naturally. Take our advice on how to increase AOV e-commerce and get started!
