Order bump vs upsell vs cross-sell: three ways to sell more to the same customer, and three terms that get mixed up all the time. The difference lies in what you offer and, above all, when. An upsell suggests something better while the customer is deciding; a cross-sell suggests add-ons once they have chosen; an order bump offers a one-click extra while they are paying.
Here is each technique with an example, a table to compare them, what WooCommerce includes out of the box and when each one makes sense.
The difference in three lines
- Upsell: offering a better or more expensive version instead of the one the customer is looking at.
- Cross-sell: suggesting complementary products in addition to the ones already chosen.
- Order bump: offering a complementary product, usually discounted, at checkout, added with a tick box without leaving the page.
Upsell: a better version
An upsell tries to get the customer to buy something better than what they were looking at: the higher-end model, the bigger capacity, the more complete bundle. It doesn’t add a product: it swaps the one they were going to buy for one of greater value.
Its moment is the decision: the product page or a model comparison. It works when the better version genuinely solves something the customer needs; if it is just more expensive, people notice.
In WooCommerce it is called “Upsells”. You set it on each product, in the “Linked Products” tab of the product data box, and it appears on the product page, below the description tabs, under the heading “You may also like…”.
Cross-sell: what goes with what they’re buying
A cross-sell suggests products that complement what the customer has already chosen: batteries for the remote, a sleeve for the laptop, the shampoo from the same treatment range. It doesn’t replace anything: it adds.
Its moment is once the customer has chosen and is reviewing the basket. It works when the connection is obvious; if you have to explain it, it isn’t a good cross-sell.
In WooCommerce it is called “Cross-sells”, you set it in the same tab, and it is shown only on the cart page: in the classic cart, two random products below the table; in the block cart, a “You may be interested in…” section with up to three. They don’t appear on the product page, in the mini-cart or at checkout. If they don’t show up even in the cart, see why WooCommerce cross-sells are not showing.
Order bump: the one-click extra at checkout
An order bump is a complementary product offered on the checkout page, usually at a price that only exists there, and accepted by ticking a box. The total updates and the customer carries on paying, without going to another page or back to the cart.
Its moment is the very end: the customer has decided and typed in their details. That’s why it has to be small, obvious and easy to ignore if it isn’t wanted. We cover it in detail in what is an order bump and how to use one in WooCommerce.
In WooCommerce it doesn’t exist out of the box: the checkout shows no offers at all. You need a plugin or custom code.
The three techniques side by side
| Upsell | Cross-sell | Order bump | |
|---|---|---|---|
| What it offers | A better version, instead of the chosen one | Add-ons, on top of what was chosen | One small add-on, often at a special price |
| When | While deciding | While reviewing the basket | While paying |
| Where | Product page | Cart | Checkout |
| How it’s accepted | Opens another product page and buys it | “Add to cart” button | Ticks a box |
| Effect on the order | Raises the price of the main product | Adds products | Adds a product |
| Risk | They hesitate and buy neither | Low | Low, as long as the checkout doesn’t reload |
| Built into WooCommerce | ✅ “Upsells” | ✅ “Cross-sells”, cart only | ❌ needs a plugin |
One example from start to finish
A coffee shop online. A customer arrives looking for a €399 bean-to-cup coffee machine.
- Upsell, on the product page: “You may also like…” shows her the €479 model with a built-in milk container. If she makes cappuccinos every day, it’s worth it; if not, she sticks with the first one.
- Cross-sell, in the cart: with the machine in the basket, the cart suggests coffee beans and a set of cups. She adds the coffee.
- Order bump, at checkout: above the pay button, a descaling kit appears at €9.95 instead of €14.95, only at that moment. She ticks it: she was going to need it in a few months anyway.
Each technique did its job at its own moment and none got in the way of the next. That is what you are after.
When to use each one
Use upsells when you have clear ranges (basic, mid, premium) and the difference can be explained in one line. Don’t use them to push the most expensive option for no reason: a customer torn between two models may end up buying neither.
Use cross-sells when your products have natural companions, and set them up on your best sellers first. WooCommerce already removes from the suggestions anything the customer has in the basket.
Use order bumps for inexpensive, self-explanatory add-ons (consumables, warranties, gift wrapping, travel sizes) and for campaigns with limited stock. It is the technique that asks the least of the customer, and the most delicate one technically: if it reloads the page or wipes the form, it costs you sales.
And don’t stack them. If the same case shows up as an upsell, a cross-sell and an order bump, the customer sees it three times and stops paying attention. Spread them out: the better model on the product page, the companions in the cart and one irresistible add-on at checkout.
What to measure for each
- Upsell: what share of basic-model sales turn into the premium model, and whether total sales of that product drop.
- Cross-sell: items per order and the average value of orders that go through the cart.
- Order bump: take rate, extra revenue and, above all, that checkout conversion doesn’t fall.
Downsells and post-purchase upsells
Sales funnels add two more techniques:
- Downsell: if the customer turns down an offer, you propose a cheaper version. It is the reverse of an upsell.
- Post-purchase upsell (or one-click upsell): after paying, the customer is offered another product that is charged with one click, without asking for the card again. It needs a payment gateway that can charge the saved payment method again, and it is worth checking how the second charge gets invoiced.
An order bump has one advantage over a post-purchase upsell: everything goes in the same order and the same payment, so there are no separate charges the customer didn’t expect.
Add the order bump WooCommerce is missing
EHERO Woo Checkout Offers (full disclosure: it’s ours) shows the offers you hand-pick at checkout, each with its special price, unit cap and rules for showing it to the right customers. No page reload and nothing the customer typed gets wiped, on the classic and the block checkout. One licence per domain, €79.99 a year.
FAQ
What is the difference between an upsell and an order bump?
An upsell offers a better product instead of the one the customer is looking at, usually on the product page. An order bump offers a complementary product at checkout, added to the order with a tick box.
What is the difference between upselling and cross-selling?
Upselling moves the customer up to a better version of what they’re buying; cross-selling adds different products that go with it.
Are WooCommerce related products the same as cross-sells?
No. Related products are picked automatically by WooCommerce, based on categories and tags, and appear on the product page. Cross-sells are picked by you and appear in the cart.
Can I use all three at once?
Yes, each in its own place. What you should avoid is repeating the same product at all three points.
Can the order bump be one of my cross-sell products?
Yes. It is common to bring your best-performing cross-sell to checkout at a special price, in case the customer skipped the cart.
Conclusion
Upsells, cross-sells and order bumps don’t compete: they share out the path to purchase. The upsell improves the product while the customer decides, the cross-sell completes the basket and the order bump picks up one last add-on at the point of payment. WooCommerce includes the first two; the third, which works at the moment of highest intent, needs a plugin that doesn’t put the checkout at risk.
Related guides
- What is an order bump and how to use one in WooCommerce: examples, rules and what to measure.
- WooCommerce cross-sells not showing: the causes and how to bring them to checkout.
- EHERO Woo Checkout Offers: the WooCommerce order bump with special prices, unit caps and statistics.
