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Step 7: Upsells & Downsells

There’s more to an offer than a single buy link (although that’s a great place to start). The fact is, the best way to maximize your efforts is with a carefully chosen selection of upsells and downsells for each program you promote.

Here’s how upsells and downsells work:

A visitor clicks to buy a product or program. Either before or immediately after checkout, another offer (the upsell) is made. An upsell might be a complementary program, a private consultation in addition to your group membership, or a VIP day added on at the end of a 3-month elite coaching program.

Since your visitor is already in a buying mode (she’s just made a purchase after all), it’s a great time to present her with another helpful offer.

If she chooses not to purchase the upsell, you may, at that point, introduce your downsell. If your upsell is for a VIP day, a client who can’t quite manage that level of commitment might jump at the opportunity to extend her elite coaching program by an additional month or two.

When creating your product funnel, spend some time brainstorming both potential upsells and downsells. Ideally, upsells will add value to the product your client has just purchases, while downsells provide a way for her to still take advantage of your offer, just for a slightly lower cost.

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