Australian SMEs are always looking for ways to grow revenue, and increasing average order value (AOV) is a smart tactic. However, it’s a delicate balance. Push too hard, and you risk frustrating customers – something we’ve seen happen repeatedly. The key in 2026 will be subtlety and relevance, leaning heavily into understanding customer behaviour and providing genuine value.
We’ve analysed successful AOV strategies here in Australia, and a few things consistently stand out. It’s not about simply adding more to the cart; it’s about making the shopping experience better. Here’s what we recommend focusing on:
- Strategic Bundling: Think complementary products, not random additions. If someone’s buying a BBQ, suggest tongs, marinade, and a cleaning brush. These are things they’ll likely need, and bundling offers a perceived discount.
- Tiered Recommendations: Instead of just ‘you might also like’, offer ‘complete the look’ or ‘upgrade your experience’ options. Show a good, better, best range. For example, with a camera, show the standard kit, a kit with extra lenses, and a professional bundle with training.
- Free Shipping Thresholds: This is a classic, but it works. Clearly display how much more a customer needs to spend to qualify for free shipping. It’s a gentle nudge, not a hard sell.
- Personalised Upsells Based on Data: This is where things get really powerful. Leverage purchase history and browsing behaviour to suggest relevant items. If a customer regularly buys dog food, suggest a new toy or grooming product. This requires investment in data analytics, but the ROI is significant.
Importantly, timing is crucial. Don’t bombard customers with upsells on the first page of your website. Focus on the cart page and post-purchase email sequences. And always, always make it easy for customers to decline. A simple ‘no thanks’ option is far better than a frustrating experience. We anticipate that by 2027, customers will expect this level of personalisation and control.
To start increasing your AOV effectively, begin by mapping out your customer journey and identifying natural points for relevant recommendations. Then, A/B test different approaches to see what resonates best with your audience. A small, iterative approach will yield the best results and avoid alienating your valuable customers.
