Upselling
Also called: upsell, up-selling
What is Upselling?
Upselling offers a larger, better or premium version of what a customer is already buying — a bigger size, a premium ingredient, an extended warranty. It raises order value on a decision already made.
Why Upselling matters
The customer has already chosen to buy, so the incremental cost of the offer is a sentence. Upsells typically carry higher margins than the base item, which is why they move profit faster than revenue.
Upselling formula
Attach rate % = Orders containing the upsell ÷ Total orders × 100
Multiply by the upsell's contribution to value the opportunity.
How Upselling works in practice
Script it as a specific suggestion rather than a question — naming an item works, asking if they want anything else does not. Train it into the ordering flow and measure attach rate by staff member.
Frequently asked questions
Upselling improves the item being bought; cross-selling adds a different item alongside it.