Luxury Upsells that Lift AOV (ft. Lorna Patterson)

Learn how to raise basket size without tanking conversion rates. Luxury e-commerce lead Lorna Patterson shares real-world upsell, cross-sell and bundling tactics that grew AOV and LTV for Dior, Chantecaille and more.Episode summaryIn this chat, hosts Peter Gardner and Adam Pearce pick Lorna’s brain on:

• The “shop-the-look” framework that converts first-time buyers
• Why fewer shade options beat “choice overload” in cosmetics
• Setting free-shipping and free-gift tiers that actually lift revenue
• Using Rebuy, Yotpo loyalty and mini-product trials for painless upsells
• Post-purchase nudges that grow repeat sales (and the one tactic she’d banish)

• Rebuy Smart Cart – https://rebuyengine.com
• Yotpo Loyalty – https://www.yotpo.com
• Airwallex global payments – https://airwallex.com
• OmniSend email & SMS – https://www.omnisend.com/ecc/ (use code ECC-THIRTY for 30 % off)

00:00 Intro & payment-pain rant 01:45 Meet Lorna Patterson (ex-Dior, Chantecaille) 05:22 Upselling in luxury: storytelling over “hard sell” 11:40 Spotting AOV lifts vs. hurting CR% 16:05 Bundles 101 – bestseller + fast-repeat skew 23:30 Free-shipping bar: why 2 tiers beat 3 27:55 Gifts that stick: picking the right “trial” product 32:40 Tech stack – Rebuy, Yotpo, quizzes 38:15 Post-purchase emails that double loyalty sign-ups 42:00 Biggest upsell fails (mugs & dusty stock) 47:05 Quick-fire round & key takeaways 50:45 Adam & Peter wrap-up: when *not* to upsell 53:30 Sponsor shout-outs & next episode teaserResources & linksJoin the eCom Collab Club community → https://ecomcollabclub.com/communityNeed CRO help? Blend Commerce → https://blendcommerce.com👍 Like, 🔔 subscribe and drop your biggest upsell question below.#Ecommerce #CRO #Upselling #Shopify #AOV