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Downsell or Upsell first?

by Plugin Profits
12 replies
Has anyone done good testing on this sequence or info I could find?

Some people do their funnel:

FREE -> Low Ticket Product -> Upsell higher ticket product

and others

FREE -> Upgrade -> Downsell of upgrade (slimmer version)

Though are there any good comparisons on which sequence sales more?

Thanks!
#downsell #upsell
  • Profile picture of the author cloudstrife
    I prefer option 1. Most of the people who sign up to free offers are not initially looking to spend money, so a cheap offer can incentivize them to pull out their e-wallets!

    I offer a cheap OTO, that has a more expensive upsell to entice the spenders to spend even more.
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  • Profile picture of the author mrgoe
    option 1 works best. If people already have the full version they won`t apply for the slimmer version too.
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    • Profile picture of the author Plugin Profits
      Originally Posted by mrgoe View Post

      option 1 works best. If people already have the full version they won`t apply for the slimmer version too.
      No the slimmer version is only showed to the people that said no thanks to the full version. The people that buy the full version will never see the slim version option at all. They'll just get a download page or another OTO offer for them.

      Thanks guys! Sounds like I just have to test a bunch of variables then, there are so many variables to test though, so was hoping to get feedback on what most often seems to work best.

      Upsells/Downsells are pretty relative terms.

      I simply meant is it most often best to Start price offers:

      Low to Higher

      or

      High to Lower

      Of course when it starts as a squeeze page Free offer it's already starting the lowest to capture the most emails.

      Though after that it could progressively go from Low Ticket to Higher Ticket, or from Higher Ticket to Lower Ticket (with the low ticket only for those who refused the high ticket ).

      Option 1: Only the BUYERS of the first offer would see the 2nd offer.

      Option 2: Only the NON BUYERS of the first offer would see 2nd offer.

      Of course funnels could get more complicated with adding various offers only for each person (buyer/non buyer). Though intuitively it seems like it'd be best to keep the offers to a min when using them in a squeeze page funnel to get new subscribers, cause they weren't planning on buying and you don't want to irritate your brand new subscribers since you want to sell to them in autorespondes and keep them from opting out right away!
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  • Profile picture of the author Anonymous Affiliate
    Common sense would dictate that Funnel #1 would be more logical, as you increase price progressively.

    HOWEVER, I get *MUCH* better conversions when my OTO is priced at 50% of the front-end product's price. So, if your main is $47, pricing the OTO at $27 converts very well because it's a small add up and most people say "what the heck, I may as well just pay a little bit extra for the whole package".

    Test it guys, it works well and you add up an extra 50% to your pocket.
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    • Profile picture of the author Net66
      Originally Posted by Anonymous Affiliate View Post

      Test it guys, it works well and you add up an extra 50% to your pocket.
      That sentence in Anonymous's post is the real secret.

      Testing, Testing, Testing!

      What works for one offer may not work as well for another. The only way to know is with real hard data. So split test it!

      Andy
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  • Profile picture of the author yakim1
    For a product funnel I have the main product which I advertise. Then when then purchase the main product they receive an upsell to a product that will go along with the main product or related to the main product.

    If the person leaves the main product without buying is when you downsell to a lighter version of the main product or a different product that works similar to the main product but has a lower price.

    The downsell works when price is the main reason for the prospect not purchasing the main product.

    I don't think downselling an upsell would convert well unless it was a completely different offer to start a new product funnel. However you may lose future purchases from your new customer if you keep hitting them with offer after offer.

    I hope this has been helpful,
    Steve Yakim
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  • Profile picture of the author WillR
    Well since your front end offer is free, your first backend offer isn't really what I would classify as an upsell as such.

    The funnel #2 where people use an upsell and then a downsell is usually a funnel that is used when the front end product is a paid product. Yours is not though so it's different.

    The only way to know is to setup both and test. Every market and every offer will bring different results. The only people who can answer this question for you are your actual customers.
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  • Profile picture of the author joaquin112
    The 60% rule states that OTOs should be around 60% of the original product's price. Although selling more expensive items as upsells can be effective for some people, research has shown that the 60% rule holds in most niches.

    Also, why not combine both? There's no reason why you can't have a product that offers both downsells (for those who want to exit the page) and upsells. It's worth testing out.
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    • Profile picture of the author WillR
      Originally Posted by joaquin112 View Post

      The 60% rule states that OTOs should be around 60% of the original product's price. Although selling more expensive items as upsells can be effective for some people, research has shown that the 60% rule holds in most niches.

      Also, why not combine both? There's no reason why you can't have a product that offers both downsells (for those who want to exit the page) and upsells. It's worth testing out.
      Meh, I think numbers like that really mean nothing. It's like saying you should use a 7 on the end of your price.

      The ONLY way to know is to test this stuff in your own market. For that reason research like that is fairly useless in these circumstances. Sure, it might give you a starting point for your test but ultimately it's your customers who are the ONLY people that can answer a question like this.

      Just taking a number you here being thrown around and using that is going to almost always mean you never reach your full sales potential.
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  • Profile picture of the author nidjo
    Testing would be the best, but with testing you need to run a lot of traffic through before you can be sure which of your funnels is best, 100 clicks per funnel will not be enough.

    I've often seen this in cpv, landing page #1 gets for some reason 30% ctr and landing page #2 gets 25% on Monday and Tuesday, but then on Wednesday, Thursday and Friday jumps to 35% and beats landing page #1 hands down.

    When you do test make sure you have enough traffic there to make a conclusion.
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  • Profile picture of the author yakim1
    When your first offer is a free offer, I'm assuming that it is a squeeze page to build your list, immediately after the prospect clicks the submit button they should be redirected to your main offer.

    Then when they purchase the main product they receive an upsell to a product that will go along with the main product or related to the main product.

    If the person leaves the main product without buying is when you downsell to a lighter version of the main product or a different product that works similar to the main product but has a lower price.

    Your free offer should be very related to the main offer, which should make the free information easier or quicker to do.

    This is similar with your first example with the downsell added to the low ticket product.

    If you low ticket product is already very low, you could easily add bonuses to the low ticket (main) product to give it more value and raise the price a little. Then for your downsell you can remove the bonuses and charge the original price you were going to charge for the low ticket product.

    This way you can make a $5 or $10 more per sale of your main product and still get what you originally wanted for the product without the bonuses. Your prospects will think they are getting a deal if they purchase the downsell but it is still the amount you originally wanted.

    Best regards,
    Steve Yakim
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  • Profile picture of the author christiangrey
    Banned
    Option 1 works for me better too.
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