A customer buys a new camera—but ignores the offer for memory cards, a tripod, or a camera bag. Why? Accessories often make perfect sense, yet many product suggestions in e-commerce simply fall flat. The key lies in understanding consumer psychology.
Accessory recommendations only work if they feel like a natural extension of the main purchase. A customer buying a printer expects a prompt for ink or paper. But a suggestion for a USB desk light? That disconnect is too big—and the offer gets mentally discarded.
Tip: Recommendations must be contextually relevant—not just functionally, but emotionally. Think: “What would actually help me get started with this product right away?”
Buying something takes mental effort. Once the main decision is made, customers are often too tired to keep browsing. This is where smart suggestions come into play: well-placed accessory recommendations take that decision-making burden off the customer.
Psychology trick: Take away the “What else do I need?” question, and you reduce friction—boosting the likelihood of an upsell or cross-sell.
Suggest too early, and it feels intrusive. Too late—like after the purchase—and the moment is gone. Accessory magic works best right after the main decision, ideally in the cart or at checkout.
Example: “You’ve added Product X—want to include Y so you’re ready to go right away?”
“Other customers also bought…”—this phrase has worked for years because people trust the crowd, especially when they’re unsure. When accessory recommendations are backed by social proof, conversion rates jump.
Pro tip: Add reviews or real usage stats (“95% of buyers also added this item”).
If the accessory is almost as expensive as the main product—or more—it feels like a hidden price bump. This throws off the psychological balance. Instead, highlight the added value, and frame the price in proportion: “For just 10% more, you get 50% more functionality.”
Successful accessory sales in e-commerce aren’t about luck—they’re built on intentional, psychology-driven design. Nail the timing, relevance, social cues, and pricing logic, and your accessory suggestions go from ignorable to irresistible.
That’s exactly where 35up comes in: with smart, context-aware accessory suggestions that think like a great salesperson—just digital.
Curious how it works? Learn more about 35up’s plug-and-play solution for smarter post-purchase monetization.