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What Makes Low AOV Products a Hit on TikTok?

DigiCom Contributor


If you've spent any time on TikTok, you've probably seen a video of someone raving about a product they bought on a whim, usually something inexpensive and oddly specific. 


Whether it's a mini waffle maker or a miracle cleaning sponge, low AOV products dominate TikTok’s For You Page. But what is it about these products that makes them such a hit?


Let’s break it down and explore how digital marketers can ride this wave to get the most out of their efforts.


The TikTok Culture of Impulse Buys


TikTok thrives on immediacy and entertainment. Its bite-sized content encourages viewers to act quickly, whether that’s following a creator, joining a trend, or, in our case, buying a product. Low AOV products fit right into this culture because they remove friction from the buying process.


Low Risk, High Reward: When a product costs $10–$20, it’s easy for customers to say, “Why not?” The psychological barrier to purchase is much lower than it would be for a $100 product.


TikTok-Driven FOMO: TikTok’s algorithm rewards engagement, which means a single video can create massive FOMO (fear of missing out). Pair that with an inexpensive product, and you’ve got a recipe for impulsive purchases.


Why TikTok Ads Love Low AOV Products


Low AOV products also perform exceptionally well in TikTok ads. Here’s why:


Immediate Value Proposition


TikTok users scroll quickly. To grab their attention, your ad needs a clear and immediate value proposition. Low AOV products are often simple and functional, making it easy to showcase benefits within TikTok’s short video format.


Easier Entry Point for New Customers


For brands, these products act as entry points into their ecosystem. A low AOV product reduces CAC because the affordability factor makes it easier to acquire first-time buyers.


Viral Trends Boost Conversions


TikTok’s trends often revolve around quirky, practical, or satisfying products. A low AOV item that fits these criteria can skyrocket in sales once it catches the attention of TikTok creators. Think about the viral success of gadgets like phone stands or hair curlers, these are TikTok gold.


Working on a TikTok Strategy for Low AOV Products


So how can digital marketers take advantage of TikTok’s unique ecosystem for low AOV products? Here are some actionable strategies:


Focus on Creators Who "Get It"


Partner with TikTok creators who excel at capturing attention. The best-performing creators don’t just showcase products; they weave them into relatable, everyday scenarios. Look for creators who align with your product’s niche and have engaged audiences. Focus on finding TikTok creators that bring you results.


Leverage TikTok Shop


If you’re not already using TikTok Shop, you’re leaving money on the table. Low AOV products shine here because TikTok users can purchase directly within the app. This seamless experience shortens the buyer’s journey. 


Test With TikTok Ads 


Run Spark Ads for UGC that features your product being used in a satisfying or fun way. Keep the CTA simple, focusing on the product’s affordability. A line like “Ready to make life easier for $15?” tends to perform better than overly sales-y language.


Case Study: The $8 Cleaning Gel


One brand that nailed this strategy was the company behind the viral cleaning gel that molds to car vents. Their TikTok strategy combined:


  • A quick, visually satisfying demo.

  • A relatable pain point: “Hate dirty vents?”

  • A low AOV price point that felt like a steal.


With TikTok Shop integration, they made it effortless for viewers to add the gel to their carts. The result? Tens of thousands of units sold in weeks.


Why Low AOV Works Best for TikTok Shop


TikTok Shop isn’t just a marketplace; it’s a social shopping experience. Products that cost less than $30 are prime candidates because users don’t have to think twice about the purchase. Combine this with TikTok’s hyper-targeted ads, and low AOV products become irresistible impulse buys.


How to Stand Out in a Crowded TikTok Market


Low AOV products might dominate TikTok, but competition is fierce. To stand out:


Optimise Your Listings: Use descriptive, search-friendly titles for TikTok Shop. Include relevant keywords that align with trending topics. Here’s a detailed guide to optimizing product listings for TikTok.


Embrace UGC: Encourage your customers to create content showcasing your product.


Incentives like discounts or shoutouts can drive more UGC, which TikTok's algorithm loves.


Final Words


TikTok is a playground for low AOV products because they align perfectly with the platform’s impulsive, trend-driven culture. As a digital marketer, the key is to leverage TikTok’s unique features, like creators, trends, and TikTok Shop to amplify your product’s visibility.


Ready to jump in? Start small with one or two products, test different ad styles, and pay attention to what resonates. After all, TikTok’s trends may be fast-moving, but with the right strategy, your sales don’t have to be fleeting.




SO, WHERE DO YOU FIND THIS PARTNER?


Well, aren’t we glad you asked! We at DigiCom are obsessive data-driven marketers pulling from multi-disciplinary strategies to unlock scale. We buy media across all platforms and placements and provide creative solutions alongside content creation, and conversion rate optimizations. We pride ourselves on your successes and will stop at nothing to help you grow.





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