Measuring and Optimizing Your Checkout Upsell
A checkout upsell is easy to launch and easy to improve, as long as you measure the right things.
The numbers that matter
- Offer impressions per placement
- Click-through rate: the share of impressions that lead to a click
- Booking conversion: the share of clicks that become bookings
- Attach rate: the share of main purchases that also buy an activity
- Revenue per main booking, before and after the upsell
Tracking them by placement and by destination shows where the opportunity is.
A simple model
Before you launch, you can estimate the upside:
Monthly main bookings × expected attach rate × average activity order value × your margin
Use your own numbers. After launch, replace the estimates with real figures.
What to test
- Number of offers. Three or five? More choices are not always better.
- Placement. Review step, confirmation page or email.
- Ranking. Caliber against price-first ordering.
- Presentation. Image size, the wording on the button, whether to show the next available slot.
- Pricing. markup is agreed with us. Ask us to change it if you want to test how it affects conversion.
- Timing for transfers and excursions. Raise them earlier or later in the flow and compare.
Change one thing at a time, so you know what produced the result.
Watch for problems
- Low click-through usually points to weak relevance: check that destinations and dates are being passed correctly.
- Low booking conversion after a click often points to availability or price mismatches: confirm you check live slots before showing the offer.
- High abandonment at payment suggests friction in the flow: simplify.
Expand deliberately
Once one placement works, extend to the next. Add more destinations, then more product types such as transfers or shore excursions, and then add the agent so travelers who want to explore have a way to do it. Each step builds on the same integration.
Get started
Tell us about your purchase flow and where the first offer would sit. Request API access at tourscanner.ai and we'll help you plan the rollout.