Getting more orders is one way to grow revenue on Shopee and Lazada. Getting each order to be worth more is often the smarter and cheaper path.
Increasing average order value does not require more traffic, more ads, or more promotions. It requires understanding which products belong together in the buyer's mind and making it easy — and compelling — to buy them as a set.
Here is what actually works.
The most effective AOV tactics on Shopee and Lazada in Thailand share one characteristic: they feel like a no-brainer to the buyer. The buyer sees the offer and thinks "yes, why would I not buy the whole set?"
That feeling comes from product combinations that make natural sense together, priced in a way that rewards the buyer for buying more without destroying your margin.
Buy 2 get X off. Simple and effective. The key is setting the discount at a level that motivates without giving away margin unnecessarily. A 10% discount on the second item is often enough to push buyers who were considering one product to add a second.
2 for a fixed price. More compelling than percentage discounts for products that are natural repurchases — skincare, supplements, home products, consumables. The fixed price communicates value clearly and removes the need for mental calculation.
Buy X get discount on Y. The cross-sell mechanic. Buy the face wash, get 15% off the toner. This only works when the products genuinely belong together in the buyer's routine or use case. When the connection is forced, buyers ignore it.
Sets that solve a problem completely. The most powerful bundle is one that gives the buyer everything they need for a specific outcome — a skincare starter set, a morning routine kit, a gift set for a specific occasion. The buyer is not buying individual products. They are buying a solution or an experience.
The question to ask before creating any bundle is: what would make a buyer say "yes, why not buy the whole thing?" If the answer is not immediately obvious, the bundle is not ready.
Store follower vouchers have very low redemption rates unless they are prominently displayed on the product page. Most buyers never see them.
New buyer vouchers only work when they are visible the moment a buyer lands on the product page. If the voucher is buried in a tab or accessible only through the store homepage, most new buyers will never find it and never use it.
This is the rule that applies to every voucher, discount, and promotional mechanic on both platforms: if it is not visible on the product page — ideally visible in the search results thumbnail before the buyer even clicks — it does not exist for most buyers.
A discount that a buyer cannot see is a discount that does not drive behaviour.
Every promotional mechanic needs to be represented in your product images. If you are offering a free gift with purchase, one of your product images needs to clearly show the free gift alongside the main product. The buyer should be able to understand the offer without reading any text. For the full guide on structuring your product images for maximum impact, read our article on best practices for listing products on Shopee and Lazada.
If you are running a bundle promotion, the bundle pricing needs to appear in your listing thumbnails and in the main product image — not just in the product description.
Add-on products and free gifts work well but require image production investment. You cannot just add the product to the listing configuration. You need to update your image gallery to show what the buyer actually receives. Brands that skip this step see significantly lower redemption on add-on and gift mechanics.
The most common mistake when trying to increase average order value is creating promotions that look attractive but do not account for the full cost per order.
When you offer a bundle at a discounted price, calculate the real margin per bundle after platform commission, free shipping subsidy, packaging for multiple items, and the time cost of packing a multi-item order. A bundle that looks profitable on the surface can easily become margin-negative when all costs are included. For a full breakdown of every cost to factor in, read our guide on Shopee and Lazada fees explained.
The specific costs most brands forget to include: additional packaging materials for multi-item orders, the increased weight that pushes shipping into a higher cost bracket, and the additional platform commission on the higher order value.
Run the numbers before you launch any AOV tactic. If the margin does not hold at the bundle price, adjust the discount, adjust the bundle composition, or do not launch it.