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upsells, upsells...and upsells! :) How should I do them?

by TheWebGuy
5 replies
Hey guys,

I'm currently selling a product that is priced right around $50...and after they buy that $50 product (and actually go through the order process), we offer them a OTO upsell for almost $70 after.

I get decent conversion rates for my front end product and upsell...but I'm starting to wonder if I broke up the upsell into 2 separate products and priced them both at $35 I may get more conversion...

Or I could continue to offer the $70 upsell like I'm doing but if they click "no thank you please take me to my download page" offer them a OTO/downsell for the exact same $70 product but for half the price...

What do you think? How do you do your upsells?


Thanks for your help!
#upsells #upsellsand
  • Profile picture of the author Shaun OReilly
    Originally Posted by TheWebGuy View Post

    Or I could continue to offer the $70 upsell like I'm doing but if they click "no thank you please take me to my download page" offer them a OTO/downsell for the exact same $70 product but for half the price...
    Why would you want to reward people who don't accept
    your first OTO - with an immediate half-price offer - for
    the exact same OTO product?

    You're teaching them to close your initial OTOs in the hopes
    of getting a lower price.

    If you're going to do a downsell at a lower price point then
    offer them a similar product - but take something away from
    the $70 package, e.g. some modules, put it in a different format,
    etc. Have a reason for the downsell price.

    There are some things I'm not prepared to do - even though I'm
    a marketer - and multiple upsell and downsell hell is one of them.

    Make your own choice though.

    Dedicated to mutual success,

    Shaun
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    • Profile picture of the author TheWebGuy
      Thanks a lot Shaun. You make some great points.

      What would you (or anyone else) say is a better strategy though...

      $70 OTO with downsell after (taking away something from it)

      OR

      2 upsells for $35 each?
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  • Profile picture of the author watsonovedades
    HI TheWebGuy ,sorry,what do you mean with OTO?
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  • Profile picture of the author CDarklock
    Originally Posted by TheWebGuy View Post

    I'm currently selling a product that is priced right around $50...and after they buy that $50 product (and actually go through the order process), we offer them a OTO upsell for almost $70 after.
    My personal preference is to offer the $50 product, then the $70 product as an upsell BEFORE checkout.

    This is not based on conversions or tests, it's based on my personal preferences when I go through the checkout process. Sometimes I'm not concerned about what makes me the most money, but what gives me the happiest customers on the other side of checkout.

    Similarly, if I say "no I do not want to give you $120 for that" and you say "would you give me $85 for it?" that's like saying "I just tried to cheat you out of $35." I wouldn't like that, and by extension I would start to not like you.

    I don't mind paying more for a product, so long as there's a reason. But "you clicked OK instead of no thanks" isn't a good enough reason.
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  • Profile picture of the author HorseStall
    Why not do both? You can offer a "bundle" at $ 70.00. Offer the current product at its current price with a discount on the second product as an upsell ;-) Its just a different way of presenting the same offer.

    We do it, it works.
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