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 a bundled price 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 purchase, suggest a basic memory card, a faster card, and then a card with a protective case.
- 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. If a customer frequently buys dog food, suggest a new dog toy or a premium food option. We’re seeing more SMEs leverage basic customer data platforms to achieve this effectively.
Importantly, timing is crucial. Don’t bombard customers with upsells on the first page of your website. Wait until they’ve added something to their cart, or even better, during the checkout process. And always, always make it easy for them to say ‘no’. A simple ‘no thanks’ option is far better than a frustrating experience.
Looking ahead to 2027, we anticipate even greater emphasis on AI-powered recommendations. However, even without sophisticated technology, focusing on relevance and customer experience will deliver results. Start by analysing your existing sales data to identify natural product pairings and customer preferences. Then, test different approaches to see what resonates best with your audience. A small increase in AOV, consistently applied, can make a significant difference to your bottom line.
