Beauty Upsells That Work: Dior Perfume Example + Better Solution
- Marina 2Jour
- 3 days ago
- 3 min read
After exploring market practices for case study on selling luxury perfumes online, I aim to stay closely aligned with the theme, always looking for fresh ideas. Dior, which is included in the case study, recently introduced an upsell feature for its luxury fragrance line La Collection Privée. This offer caught my attention and made me want to examine it more closely — what works, what’s questionable, and what could be improved.
As an upsell to the La Collection Privée line, Dior has introduced custom caps for its 100 ml (priced at £255) and 200 ml (priced at £375) perfumes. The caps are priced at £44 for the fabric-covered versions and £70 for leather ones. They are grouped into four style categories, including leather, iconic, and seasonal prints.
In cosmetics, for an upsell to feel justified, it must offer either emotional resonance or functional value. In the case of the perfume caps, the value is purely emotional — offering the ability to personalize and elevate the visual identity of the fragrance.
What works well (emotional & psychology perspective):
