Ralph Burns and Lauren Petrullo reveal seven proven upselling strategies to dramatically boost your new average order value (NAOV) and customer lifetime value (LTV). Using real examples from the beauty, CPG, and supplement industries, they break down how to effectively implement pre-purchase, mid-purchase, and post-purchase upsells—including bundling, subscribe-and-save options, thank-you page offers, and value-driven incentives—without disrupting the customer journey. You'll learn how brands like Amazon, Apple, and Dollar Shave Club use upsells to increase profits by 35% or more, and how to apply these same tactics to your business in time for Q4. Whether you're an e-commerce operator, digital marketer, or service provider, this episode is your upsell playbook for adding more value, converting smarter, and scaling revenue fast—all without selling “a bunch of crap.

Chapters:

• 00:00:00 - Welcome to Perpetual Traffic: Let’s Talk Profit
• 00:00:26 - What Is nAOV and Why It Changes Everything
• 00:01:47 - Q4 is Coming—Are Your Nets Fixed?
• 00:04:45 - Unlock More Revenue with Strategic Upsells
• 00:04:55 - The Cross-Sell vs. Upsell Showdown
• 00:06:17 - Real Upsell Examples That Actually Work
• 00:15:38 - Why Subscription Upsells Are Profit Goldmines
• 00:19:51 - Incentives That Get Customers to Say “Yes!”
• 00:21:22 - Beauty Brand Deep Dive: Mascara That Converts
• 00:22:14 - What Makes a Great Cross-Sell Strategy?
• 00:22:56 - Bundles That Boost AOV Instantly
• 00:23:42 - High-Impact Upsell Techniques You Can Steal
• 00:24:47 - Overcoming Common Upsell Roadblocks
• 00:26:06 - Inside Tier 11’s Client Wins
• 00:28:12 - Use Popups for Pre-Cart Upsells? Yes—Here’s How
• 00:34:22 - The Art of Post-Purchase Upselling
• 00:38:30 - Final Takeaways to Maximize Your Profit

LINKS AND RESOURCES:

• Marketing Performance Indicators Checklist
• New Customer Acquisition Cost Calculator
• Get Your nCAC Calculator Now
• Tier 11 DataSuite
• 5 Forces
• Tier 11 Jobs
• Perpetual Traffic on YouTube
• Tiereleven.com
• Mongoose Media
• Perpetual Traffic Survey
• Perpetual Traffic Website
• Follow Perpetual Traffic on Twitter
• Connect with Lauren on Instagram and Connect with Ralph on LinkedIn

Thanks so much for joining us this week. Want to subscribe to Perpetual Traffic? Have some feedback you’d like to share? Connect with us on iTunes and leave us a review!

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