Average Order Value And eCommerce Growth

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Increase Average Order Value and Drive eCommerce Growth

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For any eCommerce or B2C business, increasing Average Order Value (AOV) is a core growth strategy. A higher AOV means more revenue per transaction, stronger customer retention, and better ROI on marketing spend.
These seven actionable steps offer a strategic approach to help your business consistently sell higher-value products, build customer loyalty, and optimize your marketing performance.

1. Identify High-Potential SKUs

Start by reviewing your 90-day average order value. Select 1-10 products (SKUs) from your catalog that are priced at 2–3x your current AOV. These become your AOV-boosting targets.

2. Research the Competitive Landscape

Analyze your selected SKUs across platforms like Amazon, Google Shopping, or other relevant marketplaces. Look for:

  • Multiple advertisers
  • Strong search volume
  • Visible demand signals

Expect 30 - 40% of your shortlist to show high market demand.

3. Perform a Competitive Price Analysis

Evaluate how competitors price the same or similar SKUs:

  • Include shipping estimates
  • Identify the lowest total cost (product + shipping)

Use this data to determine whether you can price competitively.

4. Prioritize Efficient Shipping

Shipping costs can significantly reduce profit margins. Choose SKUs that:

  • Meet your target AOV
  • Have minimal weight and compact dimensions

This helps ensure healthy margins while offering competitive shipping rates.

5. Refine Your Pricing Strategy

Review margins for your selected SKUs. Consider reducing margins slightly for a super-competitive price while staying profitable.

For example: Dropping a 40% margin to 25% might increase conversions.

Avoid loss-leaders unless part of a strategic acquisition plan.

6. Launch Competitive Campaigns

Now that you’ve got the right SKUs and pricing:

  • Launch paid campaigns
  • Promote via email, retargeting, or organic channels
  • Isolate results to track success per product

Monitor click-through rates, conversion rates, and ROI.

7. Foster Customer Loyalty

Sustainable growth comes from loyal customers - not just price wins. For every high-value buyer, focus on:

  • Loyalty programs or point systems
  • Post-purchase offers or coupons (e.g., "box talkers")
  • Personalized offers from your sales team

Final Thoughts

A data-driven, SKU-level strategy to increase your Average Order Value can transform your revenue model. From pricing to promotion to loyalty, B2C eCommerce brands can scale faster when every part of the funnel supports value growth.
Want help implementing this strategy?
Contact us or Follow us on LinkedIn to stay up to date with growth insights.

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