12 {{ upvoteCount | shortNum }}
12 {{ upvoteCount | shortNum }}

Upselling a subscription product

by fernendo
11 replies
Hi all

I've sold an accounting software product for a number of years. I'm considering adding a subscription upsell option.

For just $5 a month they will get unlimited updates, unlimited technical support and a free book about how to lower taxes.

My plan is to call them up to check they received their order and all is well then attempt the upsell. If they agree I will email them a PayPal subscription link.

Do you think this will work? Should I write my own telephone sales script or pay someone to do this for me.

I suppose I could write my own script like this "This is a new service once launched will cost $40 a month. I'm offering some early places for just $5 a month (the price of 1 cup of coffee a month). You will be entitled to this price forever it will never go up.

Thanks
#product #subscription #upselling
Avatar of Unregistered
  • Profile picture of the author Frank Donovan
    If I were buying anything more than a basic accounting software program, I'd want it to include updates and tech support in the package.

    If your software product is complex enough to require tech support, maybe you should consider switching to a subscription model which would include support and updates.

    If you did that, you could inform your existing customers of the change and give them the option of staying with their package as it is or subscribing to the new model at a special "loyalty" rate.
    Signature


    {{ DiscussionBoard.errors[11787524].message }}
    • Profile picture of the author fernendo
      Originally Posted by Frank Donovan View Post

      If I were buying anything more than a basic accounting software program, I'd want it to include updates and tech support in the package.

      If your software product is complex enough to require tech support, maybe you should consider switching to a subscription model which would include support and updates.

      If you did that, you could inform your existing customers of the change and give them the option of staying with their package as it is or subscribing to the new model at a special "loyalty" rate.
      Thanks for your reply it is a basic accounting package one of the selling points is that it's much cheaper than alternatives such as Quickbooks. Some customers like the fact it's a one off fee with no subscription.
      {{ DiscussionBoard.errors[11787555].message }}
  • Profile picture of the author Claude Whitacre
    Originally Posted by fernendo View Post

    Hi all

    I've sold an accounting software product for a number of years. I'm considering adding a subscription upsell option.

    For just $5 a month they will get unlimited updates, unlimited technical support and a free book about how to lower taxes.

    My plan is to call them up to check they received their order and all is well then attempt the upsell. If they agree I will email them a PayPal subscription link.

    Do you think this will work? Should I write my own telephone sales script or pay someone to do this for me.

    I suppose I could write my own script like this "This is a new service once launched will cost $40 a month. I'm offering some early places for just $5 a month (the price of 1 cup of coffee a month). You will be entitled to this price forever it will never go up.

    Thanks
    How much is your software product? Id it a one time fee or monthly?

    I wouldn't make a phone call trying to sell a $5 a month subscription. If that $5 is firm, I'd just add it to a confirmation page, making it easy to sign up.
    Signature
    One Call Closing book https://www.amazon.com/One-Call-Clos...=1527788418&sr

    What if they're not stars? What if they are holes poked in the top of a container so we can breath?
    {{ DiscussionBoard.errors[11787525].message }}
    • Profile picture of the author fernendo
      Originally Posted by Claude Whitacre View Post

      How much is your software product? Id it a one time fee or monthly?

      I wouldn't make a phone call trying to sell a $5 a month subscription. If that $5 is firm, I'd just add it to a confirmation page, making it easy to sign up.
      It's a one time fee of about $70. Sold through a 3rd party marketplace so I can't add a confirmation page offering the subscription.
      {{ DiscussionBoard.errors[11787556].message }}
      • Profile picture of the author Claude Whitacre
        Originally Posted by fernendo View Post

        It's a one time fee of about $70. Sold through a 3rd party marketplace so I can't add a confirmation page offering the subscription.
        Asking for a phone number, so you can call them, will kill sales. One of the main appeals of buying online is the fact that you don't have to talk to anyone.

        If you have their e-mail address, I'd just send a welcome e-mail, with the offer for the upsell.

        Believe me, making cold calls to sell a $5 a month upsell will get old really fast. You may even get dropped by your 3rd party marketplace if they get a complaint about you calling.
        Signature
        One Call Closing book https://www.amazon.com/One-Call-Clos...=1527788418&sr

        What if they're not stars? What if they are holes poked in the top of a container so we can breath?
        {{ DiscussionBoard.errors[11787628].message }}
      • Profile picture of the author Jonathan 2.0
        Originally Posted by fernendo View Post

        It's a one time fee of about $70. Sold through a 3rd party marketplace so I can't add a confirmation page offering the subscription.
        I'm confused. I thought your offer was $5/month?? If that's what it works out as then fair enough ... However it's important to be transparent.
        Signature
        "Each problem has hidden in it an opportunity so powerful that it literally dwarfs the problem. The greatest success stories were created by people who recognized a problem and turned it into an opportunity."―Joseph Sugarman
        {{ DiscussionBoard.errors[11787759].message }}
  • Profile picture of the author naviown
    I assume you building an email list with you main product (accounting software products)?
    If yes, you should do some follow ups, 3-5 follow up emails with some free and high quality information related to your upsell. And 6 follow up email should be your upsell offer.

    Imagine if you have high end super quality product. You giving some free material of this product, little tips, do it for few days and like tease your customer and pushing them to buy your main product.
    Signature
    DFY(Done-For-You) Service. Building A $3k/Month Biz From Scratch.

    Tons Of REVIEWS! LIMITED SEATS! CLICK HERE To Check Out WSO
    {{ DiscussionBoard.errors[11787687].message }}
  • Profile picture of the author Jamell
    I don't think you should tell them the price will never go up .

    My second question to you is did you calculate your expenses before you came up with your price point ?

    Thirdly do you have your subscribers emails and if so would you consider corresponding via email in addition to calling via phone .

    Lastly communicate the benefits of your updated services.
    {{ DiscussionBoard.errors[11787699].message }}
  • Profile picture of the author Claude Whitacre
    Originally Posted by fernendo View Post

    Hi all

    I've sold an accounting software product for a number of years. I'm considering adding a subscription upsell option.

    For just $5 a month they will get unlimited updates, unlimited technical support and a free book about how to lower taxes.
    You may want to offer a comprehensive video course on how to get the most from your software. And in that course, you could sell a monthly update service. I would sell it for $7-10 a month. And sell it only by e-mail.

    But calling customers on the phone, when they haven't asked for the call...and they don't know you yet....will get you nowhere fast.
    Signature
    One Call Closing book https://www.amazon.com/One-Call-Clos...=1527788418&sr

    What if they're not stars? What if they are holes poked in the top of a container so we can breath?
    {{ DiscussionBoard.errors[11787753].message }}
  • Profile picture of the author Jonathan 2.0
    Originally Posted by fernendo View Post

    For just $5 a month they will get unlimited updates, unlimited technical support and a free book about how to lower taxes.
    For the price point, I think eMail (etc.) would be fine. And would work. Usually "Phone Consultations" would be for higher end Products.
    Signature
    "Each problem has hidden in it an opportunity so powerful that it literally dwarfs the problem. The greatest success stories were created by people who recognized a problem and turned it into an opportunity."―Joseph Sugarman
    {{ DiscussionBoard.errors[11787754].message }}
  • Profile picture of the author Zoheb M
    What about making the offer within the software itself? They will see it everyday, and might be a good idea.
    Signature

    designing $100 landing pages, and talking business philosophy...

    {{ DiscussionBoard.errors[11790525].message }}
Avatar of Unregistered

Trending Topics