From the archive: Jordan Gordon breaks down how to use the first purchase to encourage a second one.
He walks through a post-purchase flow that starts with a relevant cross-sell, then introduces a broader offer that can also appear in paid ads and package inserts. The examples cover how to choose a product to feature, set an order minimum, and coordinate the offer across channels.
The episode was recorded earlier in the show’s run. Some platform setup details have changed since then, so check your current tracking and audience setup before applying the tactics.
In this episode:
• Specific cross-sell offers and broader order-value offers
• Why Jordan recommends introducing a different product category
• How email, paid ads, and package inserts can support the same offer
• What to consider when using a shared coupon code across channels
00:00 Why the second purchase matters
02:24 Where email revenue comes from
07:09 Four ways to grow email revenue
11:31 Building a post-purchase flow
12:57 Specific vs. broad offers
16:27 Cross-selling into another product category
18:26 Adding an accessories offer
19:25 Setting a minimum-spend offer
21:51 Coupon codes across channels
22:20 Bringing paid ads into the campaign
24:19 Adding an offer to the package
26:18 Recap
Work with Pilothouse: https://www.pilothouse.co/get-in-touch?utm_source=dtc&utm_medium=podcast&utm_content=e&rPodcast
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