I cannot even count how many times, I’ve seen products that consist of only a single front-end (FE) product. I cannot stress enough how bad this approach really is. You cannot even imagine how many sales you lose… This behavior is very common among product creators who are new to the scene.
How Upsells and Downsells Work in a Marketing Funnel?
At first, it might not seem like something, but believe me upsells and downsells are what make or break the product’s success. When a potential client decides to take out the credit card it is the time when selling is easiest. This is some kind of psychological thing that I don’t know much about, but I can assure you it works and I am talking from experience. There I can assure you that to maximize the profit your product funnel must consist of more than a single product.
Below I am providing some suggestions on how to build your funnel, be sure to consider implementing it to maximize the profit and make your product successful.
Downselling
When a potential client lands on the sales page and decides not to buy, right before the client leaves, you offer a reduced price.
It is smart to justify the reduction, by declaring that in this offer something is missing, what was meant to be included only in the original offer.
For example, if in the original offer you gave some extra bonus, this bonus should NOT be included in the discounted offer.
Upselling
When a client decides to buy your FE product, be sure to offer an upsell product (also known as One-Time Offer (OTO)), which would make your original offer even better.
Be sure not to make your client feel deceived. The original FE product must be fully functional and useful on its own, without buying any upsells.
Good examples for upsells are some advanced course videos or ebooks, how to utilize your product, or something like the over the shoulder (OTS) video series showing how to fully utilize the product’s potential, also case study of success using the product is great.
Another very quick product out of thin air could be – Private Label Rights (PLR) to your product, so the buyer can repackage and resell it as its own and earn income. This might be considered a bad idea by some people since seemingly you could lose some sales that other people sell your product as their own, but for me, it’s an amazing and very easy way to create additional product from your existing one, virtually with zero effort. To justify I suggest you price it at least around $100 and do not use it as your first upsell in the funnel.
It is better to increase upsell product prices gradually. Ie FE – $7, first upsell – $17, second upsell $27 and so on.
The last example would be offering 1 on 1 coaching on using the product or personally helping the buyer within the niche that your product is in, considering that this will involve you personally and require your effort and time, I would suggest pricing it more, and placing it at the end of the funnel (or even the very last product).
Also, remember the trick of reduced price? Each of the products could have a usual offer and a reduced-price offer. So for example, if the client is not taking the original PLR product you can offer Downsell at a reduced price, and this could be applied to each and every one of your products in the funnel.
Sales Funnel Size
I suggest your sales funnel contain an FE product and at least 2 down sells and 2 upsells. The more the better. Just be creative and figure out how you can split your current product into smaller products and use them smartly throughout your funnel.
The experienced product launchers plan out in the very beginning and create multiple products in the first place, so you should do too. This way the entire process gets much easier and doesn’t require you to improvise later.
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