If Ebook Price is $5-9 [Front end],Can the Upsell/OTO price be $97? or its FAR too high?

by 37 replies
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I have heard upsells can be 150% higher than the price of your front end offer.

Front End (ebook) Upsell OTO (Video format course - Good value)

Lets assume both items (ebook and the video course are great valued products)

Common funnel
Ebook = $5 - $9 Upsell OTO = $17-$27


but has anybody used or use, in their funnel something like this below,

anybody do this following priced OTO upsell method?

Ebook = $5 Upsell OTO = $97

Does it work for you or is it far too high a jump and scares them away.


In your funnel, if your FE is $5-$9, then what price is your upsell ?


oh and I'm asking about the Upsell OTO being sold immediately after the FE has been purchased. (not days after via autoresponder) - but after they have purchased the low ticket item.
#main internet marketing discussion forum #$5$9 #$97 #ebook #end #front #high #price #upsell or oto
  • There is only one way to find out!

    Anyway, I've had a $7 FE and then the last OTO was $147, which sold quite a few.

    But there's a million variables why your situation could work differently than mine did.

    Amount of OTOs, where the traffic came from, quality of traffic, the day of the month, etc...

    It can never be said enough: Test test test!
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  • Why not $7 -> $37 -> $97
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    • so the $37 would be new created product, which would be created right?
      (as it doesn't exist for now)

      which don't mind doing...

      or can the $37 be a PLR product, related to the $7 and $37 product ?
  • Yes, it does work. Just do it!
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    • I agree with seonutshell, you need a middle ground. If you're selling FE @ $5 and the upsell is $97, you're talking two entirely different products.
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  • As most of the other posters have stated, it is definitely possible (anything is possible really) and the only way you will know is to truly test it. One thing that I would add though is that if your initial product price point is $5-9, then your upsell which selling at $97 has to be able to be perceived as being worth many times the original product and providing several times the value.

    An example would be providing the basic information in the FE and then with the big upsell, you really need to have a perceived big time increase in value, such as a done-for-you system or step-by-step 1on1 coaching or something along those lines. I think if you don't really emphasize the tremendous increase in value that the prospects are getting, you will have a hard time making conversions with such a steep increase in the upsell price point. Good Luck!
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  • In a way you are in a good (and bad spot) doing this. For one, you already made a sale. So now is the time to upsell a product. However, your ability to close such a big sale right on the heels of such a low priced sale are questionable. It could work for some people with the right product/site/offer, etc. However, the down side to this is how the person won't have actually read the $7 ebook yet, they just made the purchase and are being sent to a page with a really high priced item. Really, you can't hurt yourself by just trying.
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  • I have a friend and won't put no links in, that has a wso right now at 1.00 trial membership. 29 a month or something and his oto is 149.00 I told him no don't do it, he did it anyways and guess what he is converting his oto.

    So even though he broke the rules he is doing good.
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  • Honestly I think that this is something that SO many marketers screw up. The OTO / UpSell. Its the reason why they get a 25% conversion on the UpSell and think they are doing good. I get as much as 75%+ on my upsells. Want to know why? Because they are LESS than the front end product cost.

    Think about it, less than the front end price is a time tested and proven sales tactic across tons of different business types.

    Order a Big Mack meal for $8 -- Would you like to 'Super size that for $1?" ..
    Buy a car for $25K -- Want to get the leather seats for $750 more?
    Get a soda from a quick mart $2 -- Want the big gulp for 50 cents?
    Buying 4 new tires for your car for $500? -- How about a brake change as well for $40 more?
    Buy anything from an electronics store? -- How about the extended service plan for $15?

    and over and over and over. Upsells should be little add ons that increase the value, by making them less than the initial price you are making it an easy add on. People think heck I just spent $47 .. why not spent $17 more to get the really awesome upgraded deal?

    When you go the other way .. I just spent $17.. now they want me to spend another $47 to get the full thing? WTF?
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    • Really good observation, that.

      The same goes for the likes of Amazon. When we're adding a pricy bit of kit to our basket, like a Kindle, there's always that 'Customers who bought this also purchased..' box. Usually it's smaller items, such as covers, cables, stands. To go the other way seems perverse ... I'd have little interest in adding a 40" TV to my basket if I was shopping for a DVD player. OTOs work best as complementary pieces, not as strongarm sales pitches.

      I'm sure there is plenty of anecdotal evidence that big OTOs can sell, but I'd rather stick with intuition on this one. Personally, I'd have no problem going from a $10 product to a $100 product, but I'd want a bit of belief first. That is, if the $10 product is bloody good, then I'd snap at the pricier upgrade.
      • [ 2 ] Thanks
    • The reason people (myself included) make the upsell a higher price is because it enables you to price your front end offer lower which gets more people into your funnel. My OTO's always convert around 40% at the higher price.

      So let's do some quick maths.

      Let's say I sell a $17 product and have a $47 upsell. I sell 100 of the front end product and 40 of the upsell (40% conversion). This gives me a total profit of $3,580.

      ($17 x 100) + ($47 x 40) = $3,580

      Now let's say we do things your way and spin it around. Increasing the price of the front end to $47 is most definitely going to reduce your conversion rate. Let's say it halves it or there abouts.

      ($47 x 50) + ($17 x 37.5) = $2987.50

      So in this example, first of all we have a higher profit but second of all we also have 100 new customers on our list as opposed to 50... and we all know the money is in the list.

      Trust me when I say a lot of marketers have done a lot of testing with upsells and upgrades and this method almost always outpulls the one you are referring to.
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    • Absolutely. This is a much easier sell, because they have already been preconditioned to spend more. I do this as well with similar results. Very high conversions.

      After the first OTO for less and maybe the second, I start to offer the more expensive OTOs in the funnel, following the 80/20 rule, at that point. As long as they are buying, I will keep selling. Then I make sure to switch to list a mix of value content and selling in an auto-responder.
    • Based on your numbers $17 & $47 both ways - if you were converting at 75% on the Upsell you would indeed be making more than somebody doing it the other way (based on a 25% comparable Upsell)

      But only $4 more.

      Now, if you take a more reasonable Upsell conversion rate like 30% you're way does not make more money. In addition, when you add an Upsell and buyer declines, and is shown a Downsell immediately after... it looks so much better in comparison to the Upsell.

      The psychology of the Upsell/Downsell funnel has so many possibilities. Provided you have a good product with good upsells and a good downsell package - you'd wind up with more money by going higher first.
  • No i think you can make lots of money with that follow up
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  • There's no hard and fast rules when it comes to pricing...

    I've had a completely free trial offer on the front end, and then immediately a high priced, $1K offer, then the downsell at $300... this worked well for me in the niche that I was in...

    But it's really about testing...

    Personally, I like for my sales funnel to go from:

    FE > Highest Priced Offer > Downsell (lower price) > Downsell (lower price), etc...

    Basically starting from FE to my highest priced offer in the sequence.

    Others prefer going from FE to a Lower Price, then going up from there.

    So the advice is... test it.

    Get enough numbers/visitors in and give it a real good test.
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  • Honestly, if the OTO provides value to the purchaser, you can charge whatever you like. It comes down to how well it ties to your FE and how you 'sell it'
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  • I suppose it comes down to testing... You know it might work in one market and not be as effective in another! I have been doing a little testing doing things a little differently with a different thought behind it and its working out ok.

    I guess what I am saying is I find that having a free offer tied to a very low price offer I am building a list of people that are someone interested and really not committed yet.

    If people want or need somthing they are going to buy it. Its as simple as that so I am finding that having a higher priced ticket as my front end offer I am building a more responsive buyers list on my autorresponder. I send out an email to 500 people who bought a really cheap front end offer and it doesnt matter how much value I bring but I have found that if they pay only 1 or 5 bucks my reponse on future emails is not has high where I am building a list if people who pruchased a much higher priced front end offer.

    Off course my list does not grow as fast but I make more money and have more qualified people I can spend my time with.

    A little confusing I know
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  • Yes it works, but the sales will be low, and giving that the price is high, You'll make MONEY from it
    but remember, VALUE is all that matters
  • I have recently bought a Front End stuff for $2.99 and then days later a Back End Stuff for $199 from the same seller.
    If the back end product has value, why wouldn't it work...
    Go for it man...
  • Maybe a better idea would be to get the person to sign up to your list for exclusive (discount) on some really high priced info product. That would guarantee you have the option to soft sell them on other items later, rather than just going for the high priced OTO option, which they can easily click away from.
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    • You will have better luck breaking your $149 product down into two products, then adding one on as an upsell, and then adding the other on as an upsell.

      So you have:

      $5 sale ----> discounted product1 at $75 ----> discounted product 2 at $75 .

      But test it out - the overall sales funnel can be affected by any number of factors.
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  • The value of the $97 has to be much higher than the front end - ie some sort of shortcut, or coaching or done for you system

    Other option would be to increase the price of the front end
  • nothing works all the time, but everything works sometimes.

    if a free video series can lead to a $997 sale, a $5 product can lead to a $97 upsell
  • Gotta agree heavily with the testing advice David. Putting some numbers out there for the initial eBook and the upsell and gauging your sales is the quickest way to find out.

    I never lowball on my first offering; helps me attract a more well-heeled, serious crowd who's willing to pay for what I have to offer now and down the road.

    All the best!
  • Upsell from $7 to $97? Isn't that a bit high? Maybe do what luke said and go to $47 first then to $97
  • I read somewhere about the 60% rule. You can start testing by pricing your OTO at 60 of the product's price. I personally do 60% and then a ridiculously high second OTO, sometimes up to $300. Amazingly, it does sell fairly often and I sell a ton of first OTOs.
  • I will try the method first and will come here to ask if it doesn't works..

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  • Hey if you're selling on the WF it's probably not a good idea... but outside of this forum in the "Real" world... it can work. Brian Moran sells his first OTO at $97 after someone buys his $10 offer.

    I've personally gone from a dollar trial to a $297 upsell that converted upto 20%. So it depends on the "offer" itself. The numbers don't matter.
  • Banned
    Always depends on the value you provide. If you believe its worth $97....then its $97!
  • That is the strategy used by most internet marketing gurus, the offer an ebook at a small
    price and offer an upsell at a higher price. SOme even offer ebooks for free and make monry
    on the back end.
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