In the evolving cannabis retail landscape, digital menus have become more than just informational tools—they’re sales engines. As dispensaries lean into technology to drive higher margins and improve customer experience, the practice of menu-driven upselling has taken center stage. From enticing add-ons like single pre-rolls to full-size eighths and cartridges, well-designed digital menus are proving to be one of the most effective strategies for increasing average order value (AOV) without coming off as pushy.
The Psychology of the Upsell
Much like fast food restaurants that nudge customers toward larger meals with combo deals, dispensaries are embracing a similar concept through strategic menu layouts and item suggestions. Whether it’s a “$5 pre-roll with any purchase” banner or a pop-up recommendation to “upgrade to a full eighth and save 15%,” upselling in cannabis retail taps into impulse buying, perceived value, and convenience.
Digital menus allow dispensaries to feature real-time promotions based on inventory levels, shopper behavior, or even weather conditions. For instance, on a rainy day, customers may be more likely to browse edibles or tinctures. Menus that reflect those subtle shifts in interest help position specific products for maximum appeal.
Pre-Rolls as the Gateway Product
Pre-rolls often serve as the gateway to more significant purchases. Priced lower and easy to understand for new consumers, these ready-to-use items provide an excellent entry point for upselling opportunities. When displayed at the top of a menu or highlighted as part of a “buy more, save more” bundle, pre-rolls lead customers to explore other flower-based products like infused joints or premium eighths.
Some menus feature tiered pricing visuals—think “1 pre-roll: $10, 2 for $18, 3 for $25”—subtly nudging consumers to buy more for better value. By framing the pre-roll as the start of a path rather than the destination, digital menus open the door to higher-ticket items.
Cross-Selling Through Smart Categorization
Well-structured menus also allow for intelligent cross-selling. Customers browsing concentrates might see a sidebar recommendation for a compatible vape battery. A shopper looking at topicals could be shown THC-infused bath soaks under a “complete your wellness kit” banner. By grouping products based on use cases, effects, or even terpenes, dispensaries can increase cart size while enhancing the shopping experience.
These upsell and cross-sell nudges are even more effective when supported by customer reviews, staff picks, or “trending now” tags—adding social proof to the equation.
Turning Browsing into Buying
Ultimately, menu-driven upselling is about creating frictionless, intuitive moments that turn casual browsing into intentional buying. When executed properly, customers don’t feel like they’re being sold to—they feel like they’re being helped.
For dispensaries, this means not only improving bottom lines but also elevating customer satisfaction. A menu that recommends a product based on your purchase history or offers a better deal for a slightly larger size can turn a first-time buyer into a loyal regular.
As cannabis retail continues to digitalize, the point of sale is no longer just at the counter—it begins the moment the customer opens the menu. And with the right tools in place, even a $5 pre-roll can be the first step toward a $100 basket.
