ABOUT THIS EPISODE
Post-purchase upsells sit at the exact moment a customer has already committed — credit card swiped, conversion done. That means there's zero risk of hurting conversion and pure upside potential for your AOV.
In this episode, we break down why post-purchase might be the highest-leverage Shopify A/B testing opportunity most brands haven't explored yet.
In this episode of IntelliJAMS, Adam and Alex explore the economics of post-purchase upsells — from a CBD brand that grew AOV 20% overnight to the consumption psychology that makes "buy more now" actually better for long-term LTV.
Timestamps:
0:00 - Intro
0:22 - Why post-purchase upsells are worth your attention
1:04 - "Be close to the money" — does post-purchase qualify?
1:52 - What brands are doing with post-purchase today
2:11 - The CBD gummies case study: 20% AOV lift overnight
3:32 - Why there's zero downward pressure on conversion
5:05 - The consumption psychology surprise: more supply = faster consumption
6:09 - Scarcity vs. abundance mindset and second-order effects
8:04 - Three post-purchase upsell strategies that work
9:35 - Matching upsell strategy to your margin profile
10:26 - Using post-purchase for inventory clearance and sell-through
11:02 - How Intelligems handles post-purchase testing and measurement
12:28 - Why post-purchase tests can run in parallel with everything else
Topics covered:
The economics behind post-purchase upsells (zero incremental CAC, no conversion risk)
A real-world CBD brand case study: 50% off second pack, 40% take rate, 20% AOV increase
Three post-purchase strategies: same product discount, complementary products, and clearance/inventory sell-through
Why consumption scales with supply — and what that means for repurchase rates
How to match your upsell strategy to your margin profile
Running post-purchase tests in parallel without interaction effects
How Intelligems measures incrementality, revenue, and profit on post-purchase offers
Want to start testing post-purchase upsells (or anything else)? Join GEM Academy for free courses and a community of brands sharing what works: https://www.skool.com/intelligems-academy-1535
Connect with Intelligems:
Website: https://intelligems.io
Blog: https://intelligems.io/blog
LinkedIn: https://www.linkedin.com/company/intelligems
