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How do you upsell?

by thecodemeist3r
14 replies
Hey guys, i dont know for sure how to upsell.

What I understand, you take them to your sales page, your offer them your $39 ebook, then they click your "buy" button, then they go to your cart, then they go to your thank you, download page.

Is it on your thank you page that you offer your $197 product? When do you offer that "better" product?
#upsell
  • Profile picture of the author leclaims
    Any time after you offer them a free or cheap product. Follow up emails are a popular method for upselling. I suppose you could make an upselll offer on purchase confirmation page.

    You can even upsell while they are making their initial purchase. This is common with physical products.
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    • Profile picture of the author kaybanks
      I generally do both.... advertise the 2nd product on the thank-you page, as well as through email marketing. I also try to show them 'related products' right before checkout. (Although some may say that interferes with the original purchase).
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  • Profile picture of the author SEOExpert999
    Yes I agree with everyone you should try both and test and track your methods and which upsell pages gives you the best results.
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  • Profile picture of the author Oxbloom
    I don't believe in the concept of upselling a similar, more expensive product at purchase.

    I see it all the time, and what it says to me is, "Hey, by the way, I have just tricked you into wasting your time and squandering your money. The product you just bought on my recommendation is crap. And if you REALLY want to do what I promised you THAT product would do, what I REALLY recommend, is THIS MORE EXPENSIVE PRODUCT!"

    If there is a good, *complementary* product, then by all means, sell that at purchase. People looking to solve a problem are understandably interested in solving all angles of that problem.

    I'd wait to upsell to a more thorough, more expensive version of similar/same content in a follow up email sequence. Build a little trust, help them along with product A, and then, if they're still with you, and product B *is* in some way a little more advanced, you can guide them to that gently.

    I see this sort of thing a lot with copywriting products. Buy the course...boom, upsell to coaching/tutoring. Done immediately, it makes you feel like a dupe for buying the course. Done after a little time and guidance, and you begin to see the value.

    Just my take.
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  • Profile picture of the author Dayne Dylan
    Banned
    I use the upsell feature with 1ShoppingCart. Works very very well. ;-) But I would not try and upsell a $197 product after a $39 ebook purchase. You need to get the buyers email, and warm them up to it.

    Try upselling maybe a $17 HIGHLY RELATED bonus ebook.
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  • Profile picture of the author Tampa DUI Lawyer
    IS that really an effective marketing strategy. I would feel as though I've been duped. With my SEO site, we just make straight proposals, if people are in need they will request the service or product. IMHO, dont get mad at me!
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    • Profile picture of the author Dayne Dylan
      Banned
      Originally Posted by Tampa DUI Lawyer View Post

      IS that really an effective marketing strategy. I would feel as though I've been duped. With my SEO site, we just make straight proposals, if people are in need they will request the service or product. IMHO, dont get mad at me!
      Of course it is a great marketing strategy, upsells do amazingly well when done correctly and both the seller and buyer benefit if the content is strong.

      I would not wait on people to request a service or product...ASK THEM.
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  • Profile picture of the author thecodemeist3r
    I dont get it, I thought the whole point with the up sells is, offer them the $39 product, then the $197 product, and if your got more, then the $497 product, then the $997 product. Keep going up n up.

    It was suggested above, maybe offer another bonus ebook for $17. Im confused, I though the whole point of a upsell is to sell them a more expensive product.

    From the general census, I gather that there are two ways to upsell, one on the "thank you" page, and one via email, are these the "only" way to do upsells?
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    • Profile picture of the author Dayne Dylan
      Banned
      Originally Posted by thecodemeist3r View Post

      I dont get it, I thought the whole point with the up sells is, offer them the $39 product, then the $197 product, and if your got more, then the $497 product, then the $997 product. Keep going up n up.

      It was suggested above, maybe offer another bonus ebook for $17. Im confused, I though the whole point of a upsell is to sell them a more expensive product.

      From the general census, I gather that there are two ways to upsell, one on the "thank you" page, and one via email, are these the "only" way to do upsells?
      Yes, some people do try and do the big upsell. And if the product is strong, it may work and it does work for many. How do you find out if it works for you? TEST TEST TEST.

      If you are going to upsell me from a $39 ebook to a $197 product, it better be a super great product that I really need or would want. If you fill that desire or need, then you will get that sale.

      Put yourself in your customer's shoes...would YOU buy your upsell? Be realistic.

      Like I said, test test and test. Split test various upsells and downsells and see what works best.
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    • Profile picture of the author Oxbloom
      Originally Posted by thecodemeist3r View Post

      I dont get it, I thought the whole point with the up sells is, offer them the $39 product, then the $197 product, and if your got more, then the $497 product, then the $997 product. Keep going up n up.

      It was suggested above, maybe offer another bonus ebook for $17. Im confused, I though the whole point of a upsell is to sell them a more expensive product.

      From the general census, I gather that there are two ways to upsell, one on the "thank you" page, and one via email, are these the "only" way to do upsells?
      Well, I said "email" simply because that's the method I'm used to for keeping an existing customer in my sales funnel.

      But really, "later" is probably the only part that's relevant.
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    • Profile picture of the author Alexa Smith
      Banned
      Originally Posted by thecodemeist3r View Post

      I though the whole point of a upsell is to sell them a more expensive product.
      I think that's most people's understanding of the word "upsell". There are "downsells" too, though, in which one tries to sell a less expensive product to people buying the initial one (which I still think of as an "upsell", myself) and/or to people not buying the initial one (which everyone would call a "downsell").

      Originally Posted by thecodemeist3r View Post

      From the general census, I gather that there are two ways to upsell, one on the "thank you" page, and one via email, are these the "only" way to do upsells?
      No, indeed not.

      One can do an upsell - in this "initial sale" context - from the sales page, from a sandwich page, on a "thank you" page, on product delivery or after product delivery.
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      • Profile picture of the author AnthonyWilson
        I'll be trying a new technique over the coming weeks (well I haven't seen it before but I'm sure it exists):-

        I'll be selling a product, e.g. traffic generation video tutorials. I'll then send the customer to the download page. I use a script which allows access to the download page for say 3 days. Of course once it's downloaded it's on the customers computer for keeps.

        On the download page will be the upsell, e.g. If you liked this tutorial you can get resale rights for only $xx, act now as this page will be gone in 3 days.

        I've seen it done as a OTO immediately after purchase whereby you have to make the decision there and then. At least this is a softer approach which gives the customer time to review the product and think about it.
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  • Profile picture of the author HorseStall
    There so much to say about upsells!

    The more closely related the upsell to the original offering, the better it will convert.

    Upsells are a great way to boost your average total purchase. Think of it this way, you have the persons interest, they have their credit card out, and you offer them something they have expressed an interest in. Its actually more targeted than the checkout line in retail stores.
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  • Profile picture of the author hilhilginger
    An upsell will really brings better sales and if you can include some discount vouchers then it would tempt the buyer to stick on your product once again.
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