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Newbie questions on upselling

by Flareman
10 replies
Ok I've actually googled around on this topic and found many different definitions of this. But I thought I get some advise from the people who have actually done this before on IM. So I'm going to come out as a total newbie and ask, how does one actually do a good upsell?

If I'm in the weight loss niche and I have created my own product. Do I separate my full product so I sell the basic version of it on the front end, and then upsell the more "fancier" add-on on the backend? Or do I find a related affiliate product and promote to the buyer immediately after they have purchased my front end?

Also, is it better if the upsells (or even downsells) come after the purchase of the front end or right before they purchase? (Ala MacDonalds, do you want fries with that?)

What successful methods of upsells and downsells have you used?

Appreciate any advise. Thanks!
#downsell #newbie #questions #upsell #upselling
  • Profile picture of the author Flareman
    bump up once... anyone?
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  • Profile picture of the author TheAnnoyingOrange
    Originally Posted by Flareman View Post

    Ok I've actually googled around on this topic and found many different definitions of this. But I thought I get some advise from the people who have actually done this before on IM. So I'm going to come out as a total newbie and ask, how does one actually do a good upsell?

    If I'm in the weight loss niche and I have created my own product. Do I separate my full product so I sell the basic version of it on the front end, and then upsell the more "fancier" add-on on the backend? Or do I find a related affiliate product and promote to the buyer immediately after they have purchased my front end?

    Also, is it better if the upsells (or even downsells) come after the purchase of the front end or right before they purchase? (Ala MacDonalds, do you want fries with that?)

    What successful methods of upsells and downsells have you used?

    Appreciate any advise. Thanks!
    Different methods work for different people and the answer to this would be to 'test'.

    If I were you I would be offering your best product (or the one with the most features) and then upsell with a product you can find (maybe on CB) that complements your product but is not in direct competition with it and will benefit your customers.

    Example - Your product would be how to lose weight in 2 months with dieting tips and telling them that they need to do exercise everyday (continuous, fartlek and short interval training) etc.

    An upsell could be 'the most effective exercises to lose weight'. This means that your sales letter will convey the message that your product will assist them in what they should be doing to lose weight but the upsell will give them specific exercises that will help them lose the most amount of weight in the shortest time.

    Another example could be '101 recipes to help melt fat away'

    The upsell alone won't help them to lose weight as your product adds the aspect of dieting, which is a huge factor in losing weight.

    This was off the top of my head.
    Hope it helps.
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    • Profile picture of the author Flareman
      Thanks for that AnnoyingOrange. My front end product actually comprises of the main book, which has everything (exercises in print, strategic eating patterns, guides, etc). I'm throwing in an advanced weight loss module and meal plans together with it. I am thinking of upselling the watch and follow exercise videos with an audio equivalent as an upsell and then maybe promote an affiliate product as a downsell.

      My front end alone is enough to do the job, but with the videos and audio, it makes everything a lot easier to follow.

      Sounds good?
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      • Profile picture of the author TheAnnoyingOrange
        Originally Posted by Flareman View Post

        Thanks for that AnnoyingOrange. My front end product actually comprises of the main book, which has everything (exercises in print, strategic eating patterns, guides, etc). I'm throwing in an advanced weight loss module and meal plans together with it. I am thinking of upselling the watch and follow exercise videos with an audio equivalent as an upsell and then maybe promote an affiliate product as a downsell.

        My front end alone is enough to do the job, but with the videos and audio, it makes everything a lot easier to follow.

        Sounds good?
        I was just giving an all-round example but yes - I assume your product is all text based and an upsell of instructional videos/audio or videos/audio of any sort is a great idea.

        Whether they are your own videos/audio or you are an affiliate of something that matches your product you should do well. Of course if I were in your shoes I would create them myself and keep all the profit instead of giving a percentage of that money to someone else.

        It also helps if you create it yourself because you know exactly what to include and can tailor it to your product.

        Best of luck.
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      • Profile picture of the author DustonMcGroarty
        Originally Posted by Flareman View Post

        Thanks for that AnnoyingOrange. My front end product actually comprises of the main book, which has everything (exercises in print, strategic eating patterns, guides, etc). I'm throwing in an advanced weight loss module and meal plans together with it. I am thinking of upselling the watch and follow exercise videos with an audio equivalent as an upsell and then maybe promote an affiliate product as a downsell.

        My front end alone is enough to do the job, but with the videos and audio, it makes everything a lot easier to follow.

        Sounds good?
        Technically an upsell is offering a MORE EXPENSIVE product than what they just purchased...

        ...and it really does depend on your niche/market. You'll need to test it.

        I have found you start with a free product (or a very low-priced product) and add in 2-3 upsells ending with your most expensive.

        You can approach this from multiple angles too if you have a few sub-niches...just as long as the upsells are congruent with what they purchased.

        And ALWAYS offer the upsell AFTER they have finish "checking out"...

        Offering too much up front will only deter them from buying even your low-priced item.

        Personally, I start upselling even after an email opt-in for a free gift...it works great!

        I hope this helps at least a little!
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        • Profile picture of the author Flareman
          Originally Posted by DustonMcGroarty View Post

          Technically an upsell is offering a MORE EXPENSIVE product than what they just purchased...

          ...and it really does depend on your niche/market. You'll need to test it.

          I have found you start with a free product (or a very low-priced product) and add in 2-3 upsells ending with your most expensive.

          You can approach this from multiple angles too if you have a few sub-niches...just as long as the upsells are congruent with what they purchased.

          And ALWAYS offer the upsell AFTER they have finish "checking out"...

          Offering too much up front will only deter them from buying even your low-priced item.

          Personally, I start upselling even after an email opt-in for a free gift...it works great!

          I hope this helps at least a little!
          Thanks Duston,
          I was actually thinking of offering a really low priced front end as well, but I'm afraid this will convey a low quality perception on my product.

          I agree I'll definitely need to test. But what are the usual upsells for the fat loss niche?
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  • Profile picture of the author TK1
    A lot of people offer upsells right after you buy something and even though it's always better to offer more after somebody buys I would be cautious with an possible upsell after someone buys something from you, the keyword here is:

    TRUST.

    If you have JUST bought something for 100 bucks and somebody offers you another product for 150 bucks would you buy it? Probably not.

    Upsells are very useful I've your customer trusts you and, if possible, likes your first product SO MUCH that he's starving to hear more from you.

    Before offering even more stuff especially in the internet marketing world I would build my reputation with free stuff right after somebody buys, because we don't expect this to happen most of the times. 9 out of 10 people that sell an ebook online are happy with their PayPal money and that's it, but only VERY FEW will send customers emails with any free stuff and big value. You can build trust and even turn some good customers into friends easily if you treat them GOOD after they buy, a personal mail or free bonuses will BOOST your trust. What I like even more with this way is that it makes more fun to me. People get confused BUT they open up and they feel more comfortable having bought something from me, because they don't feel like support means to me that THEY have to come to me, but I will!

    That's what seperates the sellers from the leaders. Leaders are aware of effects like this, they understand the psychologic aspects to making money really good. Learn to master the art of selling as a leader and that means even doing things that mean ANTI-SELLING! You'll be amazed how some of your customers will ask you one day 'Do you have any new stuff out I really liked the last one'.

    Do what your customer would LEAST expect after he buys from you ;-)

    TK
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    • Profile picture of the author Flareman
      Originally Posted by TK1 View Post

      A lot of people offer upsells right after you buy something and even though it's always better to offer more after somebody buys I would be cautious with an possible upsell after someone buys something from you, the keyword here is:

      TRUST.

      If you have JUST bought something for 100 bucks and somebody offers you another product for 150 bucks would you buy it? Probably not.

      Upsells are very useful I've your customer trusts you and, if possible, likes your first product SO MUCH that he's starving to hear more from you.

      Before offering even more stuff especially in the internet marketing world I would build my reputation with free stuff right after somebody buys, because we don't expect this to happen most of the times. 9 out of 10 people that sell an ebook online are happy with their PayPal money and that's it, but only VERY FEW will send customers emails with any free stuff and big value. You can build trust and even turn some good customers into friends easily if you treat them GOOD after they buy, a personal mail or free bonuses will BOOST your trust. What I like even more with this way is that it makes more fun to me. People get confused BUT they open up and they feel more comfortable having bought something from me, because they don't feel like support means to me that THEY have to come to me, but I will!

      That's what seperates the sellers from the leaders. Leaders are aware of effects like this, they understand the psychologic aspects to making money really good. Learn to master the art of selling as a leader and that means even doing things that mean ANTI-SELLING! You'll be amazed how some of your customers will ask you one day 'Do you have any new stuff out I really liked the last one'.

      Do what your customer would LEAST expect after he buys from you ;-)

      TK
      Awesome tip TK. I'll keep that in mind. Appreciate it!
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  • Profile picture of the author mikemcmillan
    Technically, an upsell is presented to the prospective buyer right after they hit the Click To Order button and before they get to the order processing page. If your offer appears AFTER the buyer's initial order is processed then it is an OTO (one time offer). It's an OTO because the only way they can get to it is to buy the product.

    OTOs often begin...

    This is the only time you will see this offer.

    Like others have said, your upsell should not compete with your main product, but additional videos or something like that can work. I would suggest keeping the price on an upsell less than the price of the product you promoted first. Why? With an upsell your prospective buyer hasn't purchased yet. If you hit them for a $495 upsell on a $67 initial product, you could scare them off and make no sale.

    With an OTO you can price it very high if you wish. They have already purchased you main product so there is no chance of scaring them off completely and losing a sale. Maybe you could try adding a recurring billing product or membership site for an OTO.

    Just some thoughts--hope they help! --Mike
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    • Profile picture of the author Flareman
      Thank you Mike! I am just catching up with so many of the different terms used. Good advice!
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