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OTO/Upsell Question

by theebookcavern
7 replies
Hi Warriors,

I'm interested in running a OTO/upsell on my next WSO. Having looked at the conversion stats on the Warrior Plus Affiliate Network this definitely seems like the profitable thing to do. The OTO/upsell seems to almost always convert at a better rate than the original WSO which makes sense as the people who hit the OTO/upsell have already parted with some money and are serious buyers.

Now I understand the basic process is generally as follows:

1) Customer pays and is sent to OTO/upsell page where they have 2 options; purchase the OTO/upsell or download their original purchase.

2) Customer makes their choice and is sent to a download page for either their original purchase or the original purchase with the OTO/upsell.

My question is does anyone have any experience of using OTO/upsells on the download page? So instead of forcing the customer onto a separate OTO/upsell the process would work like this:

1) Customer pays and is sent to the download page which also contains the OTO/upsell.

2) Customer can download their product right away and then purchase the OTO/upsell if interested.

For me this option is a lot more customer friendly but still gives them the option to buy a OTO/upsell.

If anyone has trialled something like this I would love to hear how successful it was.

Thanks,

Tom
#oto or upsell #question
  • Profile picture of the author E. Brian Rose
    Years of experience tells me that you are better off sending the customer to the OTO page before they download their product, however you can do things your way, if you want to.

    You have a couple of options for doing it your way. The buyer could download the product and the OTO would be in the actual product itself, i.e. links in the PDF, HTML, or whatever you are delivering. The other way would be to use follow up email and make your offer in the email they get after they access your product.

    A smart marketer would do all of the above... send them to the OTO before they download, have the OTO links in their download, and followup with email.
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    • Profile picture of the author theebookcavern
      Originally Posted by E. Brian Rose View Post

      Years of experience tells me that you are better off sending the customer to the OTO page before they download their product, however you can do things your way, if you want to.

      You have a couple of options for doing it your way. The buyer could download the product and the OTO would be in the actual product itself, i.e. links in the PDF, HTML, or whatever you are delivering. The other way would be to use follow up email and make your offer in the email they get after they access your product.

      A smart marketer would do all of the above... send them to the OTO before they download, have the OTO links in their download, and followup with email.
      Thanks for the quick response Brian. Yeah I agree that the first option is almost definitely the best converting one - that's why everyone is doing it.

      However, my question is if I put the OTO/upsell on my actual download page what kind of conversion rates can I expect? Ideally I want someone who has done this in the past tell me the product converted at X% and the download page offer converted at X%.

      I understand this will not convert quite but as long as it converts reasonably well I would be willing to take the conversion hit to improve the customer's experience.

      Anyone got any stats like this.

      Cheers,

      Tom
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      • Profile picture of the author Jon Patrick
        Originally Posted by theebookcavern

        I understand this will not convert quite but as long as it converts reasonably well I would be willing to take the conversion hit to improve the customer's experience.
        I don't have stats for you, but it seems likely that the difference in the conversion rate is significant, based on how common it is to do it the other way.
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        • Profile picture of the author theebookcavern
          Originally Posted by Jon Patrick View Post

          I don't have stats for you, but it seems likely that the difference in the conversion rate is significant, based on how common it is to do it the other way.
          Very good point Jon.

          Originally Posted by E. Brian Rose View Post

          Tom, you best bet is... here comes that nasty phrase again...

          Split Test.

          Stats from other marketers won't be the best thing for you. Another marketer might be a better copywriter (or worse) than you. Split testing YOUR offers is the best way to get the real data you need to make a decision.
          Thanks for the advice Brian. Split testing is indeed the way forward. I think what I will do is trial the OTO/upsell my way first (OTO/upsell on the download page). Then if the conversion stinks I will trial the OTO/upsell the traditional way (OTO/upsell on a separate page).
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          • Profile picture of the author WillR
            Originally Posted by theebookcavern View Post

            Having looked at the conversion stats on the Warrior Plus Affiliate Network this definitely seems like the profitable thing to do. The OTO/upsell seems to almost always convert at a better rate than the original WSO which makes sense as the people who hit the OTO/upsell have already parted with some money and are serious buyers.
            Ok. First of all I wouldn't just be implementing a OTO because of "the conversion stats on the Warrior Plus Affiliate Network this definitely seems like the profitable thing to do".

            First of all your mindset is all wrong. Are you just here to clean up or actually help people? The impression you are creating is that you're just here to clean up and make as much money as possible... customers won't like that. It's not necessarily what your actual intentions are but perception is reality.

            Also don't make the mistake of thinking, cool, I've got this awesome product, OTO's look to convert well, I'm going to remove this part of my product and turn it into a OTO. Only create a OTO if you genuinely have something complimentary to offer to your front end product or service. Don't remove parts of your initial product and try to sell it as a OTO. I am sick of seeing people do that... as are others.

            I might also point out that having OTO's is NOT the be all and end all. I can assure you I have earnt way more than a large majority of the WSO's using OTO's without using any upsells or OTO's at all. The quality and value of your product is what matters -- nothing else. If you want a product that can still be selling months and months down the line then value is the key. Load it up with value and word will spread.

            Originally Posted by theebookcavern View Post

            However, my question is if I put the OTO/upsell on my actual download page what kind of conversion rates can I expect? Ideally I want someone who has done this in the past tell me the product converted at X% and the download page offer converted at X%.
            I'm curious, why would you worry what anyone else's offer has converted at? Reason I ask is it has nothing to do with your offer or what your offer will convert at.

            It's like saying, I have a product I am about to launch on Clickbank, what conversion rate can I expect. There are products on Clickbank that would convert at barely 1% and there would be others that convert at over 5%. Yes, that's only a 4% difference but it equates to 5 times the number of sales which is actually a HUGE difference.

            Don't be concerned what others have converted at just concentrate on making your product the best it can be because at the end of the day, that's all counts. Your customers are not going to buy your OTO unless they see the value in it.
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            • Profile picture of the author theebookcavern
              Hi Will,

              Thanks for the detailed response. I'll address each of your points below.

              Originally Posted by WillR View Post

              First of all your mindset is all wrong. Are you just here to clean up or actually help people? The impression you are creating is that you're just here to clean up and make as much money as possible... customers won't like that.
              Sorry if I gave that impression. It certainly wasn't my intention. I sell PLR and I definitely try to give my customers good value. It is all written by me from scratch (no outsourcing) and my prices are very competitive. I put the same effort into my PLR articles as I do with the articles that I publish to my own blog. I'm definitely not trying to fleece anyone and I think this shows in the feedback on my WSOs. I have not had a single refund request to date and I have 100% positive feedback.

              Anyway, I will try to explain myself a little better below.

              My very first WSO was a set of 10 PLR articles at $5. This to date is my best converting WSO and has had a lot more visitors than my other WSOs. Since then I have released 6 further PLR WSOs. The last 2 were PLR packs - a report, 10 articles and 10 autoresponder emails. These packs sold for $18 as they contained a lot more content. Unfortunately, they converted at a lower rate and generated less sales. Since I use the same sales copy for all my WSOs and they are all fitness themed PLR WSOs the only big difference I can see is the price point. The higher price seems to put a lot of people off even though the packages are actually the best value.

              So what I was thinking of doing was releasing the articles as a lower priced WSO to remove the barrier of the $18 price up front and then OTO/upselling the rest of the package. I know what you are probably thinking now...

              Originally Posted by WillR View Post

              Also don't make the mistake of thinking, cool, I've got this awesome product, OTO's look to convert well, I'm going to remove this part of my product and turn it into a OTO. Only create a OTO if you genuinely have something complimentary to offer to your front end product or service. Don't remove parts of your initial product and try to sell it as a OTO. I am sick of seeing people do that... as are others.
              The thing is I'm not actually removing part of the product. For my first 5 WSO I released my PLR articles and PLR reports separately. I also sell everything separately on my main website. They are all standalone products that complement each other but can be used in isolation.

              The packages are an experiment I have been trialling for my last 2 WSOs to see if these PLR products are better sold packaged or individually. The OTO/upsell will simply be another experiment to see whether they are better sold with a OTO/upsell or without one. The overall price to the customer will still be $18 - whichever way I sell them.

              Originally Posted by WillR View Post

              I'm curious, why would you worry what anyone else's offer has converted at? Reason I ask is it has nothing to do with your offer or what your offer will convert at.
              Again I probably didn't explain myself that clearly here. What I meant to say was that I have noticed most seller's OTOs/upsells have a better conversion than their original offer. I know that their actual conversion figure has nothing to do with my own. However, if the conversion on the OTO/upsell is almost always greater than the conversion on the main offer this does suggest that OTOs/upsells convert better. What I wanted to know was if I could still expect an improved conversion compared to my main offer if the OTO/upsell was on my download page.

              I hope this better explains where I am coming from. I was basically trying to work out what is the best way to sell 3 complementary PLR products - all up front as an $18 package or an initial $5 WSO and then a $13 OTO/upsell.

              I totally agree with you about product value and I believe my products are very good value for money. However, if psychologically customers say no to an $18 package but say yes to a $5 WSO with $13 OTO/upsell it makes sense for me to do this. The customer is getting exactly the same deal at exactly the same price. It's just presented in a way that gets me a few more sales.

              Tom
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      • Profile picture of the author E. Brian Rose
        Originally Posted by theebookcavern View Post

        Thanks for the quick response Brian. Yeah I agree that the first option is almost definitely the best converting one - that's why everyone is doing it.

        However, my question is if I put the OTO/upsell on my actual download page what kind of conversion rates can I expect? Ideally I want someone who has done this in the past tell me the product converted at X% and the download page offer converted at X%.

        I understand this will not convert quite but as long as it converts reasonably well I would be willing to take the conversion hit to improve the customer's experience.

        Anyone got any stats like this.

        Cheers,

        Tom
        Tom, you best bet is... here comes that nasty phrase again...

        Split Test.

        Stats from other marketers won't be the best thing for you. Another marketer might be a better copywriter (or worse) than you. Split testing YOUR offers is the best way to get the real data you need to make a decision.
        Signature

        Founder of JVZoo. All around good guy :)

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