How To Boost Average Order Value with Order Forms (Hint: Create BOGO Offers)

I recently had an experience shopping for chocolates from Singapore.

And I realized that they don’t sell one pack of chocolates.

They always sell bundles at lucrative costs.

So what you end up doing is buying a handful of chocolates instead of just one.

Since chocolates are replenishable items you need to stock them up.

It works perfectly for the consumers as well.

So that’s the power of lucrative BOGO offers.

It moves inventory and increases your average order value as a store owner.

 

In this post, we look at how you can set up a BOGO deal on your checkout page for replenishable items.

Let’s get started.

How BOGO Deals Increase Sales & Average Order Value

‘Buy One Get One’ offers are quite lucrative and they make shoppers feel that these are time-bound as well.

So they must act before the stock runs out or the time runs out.

Since people are given a choice between buying one or a pack at a discount, they inadvertently pick the higher value pack simply because the same offer might not be available again.

And they may have to buy at the full price when they come back the next time.

So inducing this feeling in the shoppers on the checkout is a great way to get them to shell out more money to stock up.

Take a look at this WooCommerce order form which is selling supplements:

WooCommerce-order-form-AeroCheckout-template
Aero’s Presenter template works as a great WooCommerce order form

So people have three options here:

  • Buy one at no discount
  • Buy three at the cost of two
  • Buy five at the cost of three

Clearly, the higher the volume they choose for the supplements the more they’ll save.

So getting five of those supplements at the cost of three clearly sounds like a more rational deal.

You can further use this WooCommerce order form to:

  1. Highlight the USP of the product and show its image at the top
  2. Share product-specific testimonials
  3. Give them credible reasons to make the purchase

BOGO Deals / Checkout Abandonment

There are several reasons why people abandon checkout.

One of the major reasons is that they are still unsure about their purchase. They’re not very clear about whether they want to go ahead and buy.

There’s also the pain of parting with money associated with making a purchase.

So when you introduce options on the checkout page, not only do people get clear about what they want but also the idea of saving money excites shoppers and persuades them to complete the purchase.

Here’s an interesting story that shows when an option was introduced, 32% of the people expressed interest in buying one of the options compared to 9% when there was only one option:

As per a research conducted by consumer researcher, Danial Mochon, when he offered participants to buy just Sony DVD, 9% opted to buy.

But when he introduced Philips DVD as the second option, 32% people wanted to buy the Sony.

He concluded that the willingness to buy increased when another option was introduced.

He got similar results with TV screens and donations!

Source: ConversionXL

Here’s another example – when people buy a pack of four bottles they can save $360 as opposed to buying one where there are no savings involved:

WooCommerce-order-form-discounts
AOV booster on the order form: The discount increases as the quantity goes up.

So there’s a clear-cut incentive involved with buying a higher volume pack.

BOGO Deals are Shoppers’ Favourite

In a report published by AMG, 66 percent of shoppers said that they like BOGO the most out of all discount promotions.

Take a look at this pie chart that illustrates the same:

66.1% of people said they like BOGO deals the most!

They also found that 93 percent of shoppers report that they have taken advantage of BOGO promotions at least once.

Here’s the bar graph that shows the popularity of BOGO deals among shoppers:

BOGO also is the most popular promotion when compared with the other types.

Professor Priti Salvi of S. V. Institute of Management, Kadi found that shoppers are more likely to participate in BOGO promotions because the products seem to have no extra cost.

No matter how silly it seems, people want more of what they’re buying at a special price. It’s even more popular than bundling a different item.

The ‘Best Value’ Badge Helps Shoppers Decide

Putting a ‘Best Value’ or a ‘Value for Money’ badge on of the options listed on your WooCommerce order form helps shoppers pick an option more confidently.

Apart from the badge, you can also highlight the savings that they’ll be making by choosing that option.

Take a look at this badge:

WooCommerce-order-form-best-value-tag

As you can see, the savings are displayed in percentage as well as in dollar value.

There’s also an additional line that states ‘That’s just $60 per bottle’.

It helps them compare how much per bottle they’ll be saving – it’s an insanely powerful hack.

You would have also seen this badge while shopping at Amazon.com:

So Amazon highlights one of the options in the listings as ‘Amazon’s choice’, again, helping shoppers make a decision.

Here’s a story by Prof. Sheena Iyengar that shows how by highlighting the savings that people would be making by choosing an option she had more conversions:

Sheena Iyengar, professor at Columbia University and the best selling author of The Art of Choosing shared how they got more people to sign up for 401(k) by adding just one line to their pitch.

20% more people enrolled in 401 (k) when this line was used in the pitch: ‘Imagine all the positive effects of saving money.’

She concluded that telling people about the consequences associated with their choice is important.

Make sure that you highlight one of the options on the list as ‘Best Value’, ‘Value For Money’, ‘Money Saver’, or any other custom text that you like.

How to Set Up BOGO Deals on your Checkout page using AeroCheckout

In this section, I’ll demonstrate how to set up the BOGO deals on a WooCommerce order form with Aero. It’s a very simple step by step process.

Follow along.

Step #1: Create a new checkout page and select the design

From the WordPress dashboard, go to WooFunnels > Checkouts.

Here, click on the ‘Add New’ button to create a new checkout page.

Name your checkout page and the page will be created.

After that, hit the ‘Design’ tab.

Choose one of the options from Customizer, Elementor, and Custom to design your checkout page.

There are a bunch of templates under each, so pick one of them.

In this case, let’s select the Classic template under Customizer and import it with a single click.

Step #2: Add the same product more than once

Go to the ‘Products’ tab.

Click on the ‘Add Product’ button to add products to your checkout page.

Enter a few characters and a list of matching items will show up in the drop-down.

Select the product you would like to add.

Click on the ‘Add Product’ button again to add the same product as many times as the number of offers you want to create.

WooCommerce-order-form-products

Step 3: Configure the discount and quantity

AeroCheckout lets you set up discounts and quantity for each product at the checkout page level.

In this case, we want to offer a 33.3% off when they’re buying 3 of those and a 40% off when they’re buying 5 of those.

Here’s how we’ll do it:

This is what separates a WooCommerce order form from a global checkout.

Here you have to select the specific product and only that product will sell through the page.

Step #4: Restrict buyers to select only one of the products

Aero gives you three options for product selection.

You can choose to:

  • Restrict the prospect to select one option from the list (accompanied by a radio button)
  • Allow them to select more than one option (accompanied by a checkbox)
  • Show all the options pre-selected by default that cannot be unchecked (accompanied by pre-ticked checkboxes)

In this case, use the first one to allow users to select only one of the given options.

When you’re done, hit the ‘Save changes’ button.

Step #5: Customize your WooCommerce order form

Using the form-builder in Aero you can edit or remove any of the fields that you want.

So go ahead and customize the form the way you want.

Keep the fields that are needed and remove the ones that you don’t need.

Once you’re done setting up, hit the ‘Save changes’ button.

Step #6: Select the default option & add ‘Best Value’ tag in the Products field

Since we are creating a product-specific checkout page, we want to let them choose from the limited options that are given on the checkout page.

Under the ‘Fields’ tab, click on the ‘Products’ field.

When you do so, the field editor will open up: You’ll see 3 tabs inside – General, Description, Advanced.

In the General tab, select the product that you want to show as pre-selected on default.

Further, go into the Advanced tab and set up the ‘Best Value’ tag.

This tag could also be ‘Limited Edition’, ‘Money Saver’, ‘Value for Money’, or whatever you like.

Once you’ve set that up, click on the ‘Update’ button.

Step #7: Stylize the ‘Best Value’ tag

You can also change the color, typography, and more of the ‘Best Value’ tag and the default option.

For doing that, go to the ‘Design’ tab and click on ‘Edit’ to edit your checkout page using Customizer.

In the Customizer, go to the ‘Product List’.

When you scroll down you’ll see the option for ‘Best Value’.

Here you can change the color of the label, the text savings, and more in a few clicks.

Also, you can see the changes that you make parallelly on the right side. This makes for a great visual editing experience.

Once done, hit the ‘Publish’ button to save your changes.

Do This Next

BOGO deals are also great to move your inventory and make profits at the same time.

So go ahead and set up your BOGO deals using AeroCheckout.

Do it for replenishable products that people need to stock up and you’ll see an instant impact on your sales.

We also suggest that you go ahead and promote this page and direct ad traffic to it.

What do you think about this strategy? Let me know- the comment section is open!

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Tavleen Kaur

Tavleen Kaur

Do you know after Amazon implemented the 1-click buy system, their sales shot up year-on-year hitting $88.9 Billion mark in 2014? Jeff Bezos attributed it to a friction-free & streamlined buying process. At BuildWooFunnels, we're determined to give you the tools you need to do the same in your business. I am Tavleen and I help you get there faster.

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