Upsell & Downsell

Upsell & Downsell

In sales funnels, upselling and downselling are techniques used to increase revenue by offering additional products or services to a customer after they have made a purchase or declined to purchase a higher-priced item.

Upselling normally involves offering an additional or a product that complements the original purchase, with the goal of increasing the overall sale value. For example, a customer may purchase a beginners course from you, but an upsell could be a more advanced course with better features and a higher price point. Or, maybe a complementary offer that relates to the beginners course. Such as a one-to-one coaching call or even some merch. Either way this will help increase your cart revenue.

Downselling, on the other hand, involves offering a less expensive alternative to a customer who has declined to purchase the upsell item. For example, a customer may have declined to purchase a higher-end course, merch or one-to-one call, but a downsell could be a lower-priced product. Such as for example, a branded mug or a how to guide.

Some key benefits of upselling and down selling in a sales funnel include:

1. Increased revenue: Upselling and down selling can increase the overall value of a sale, leading to more revenue for the business.

2. Improved customer satisfaction: By offering customers more options, they may be able to find a product or service that better meets their needs and preferences.

3. Increased customer loyalty: If a customer feels that a business is truly interested in helping them find the right product or service, they may be more likely to return in the future.

4. Cost-effective marketing: Upselling and down selling can be a more cost-effective way to generate revenue than acquiring new customers, since the customer has already shown interest in the business by making a purchase.

5. Increased lifetime value of customers: By offering additional products or services, businesses can increase the lifetime value of their customers by encouraging repeat purchases and building long-term relationships.

Creating an upsell

To get started with creating your upsell simply navigate to the funnel step where you already have a checkout. You'll see a green bar "+Add upsell or downsell"

Once you select the +Add upsell or downsell" a pop up will display. From here you have 2 options:

• Page

• Popup

Depending on the type of product you want to try and upsell/downsell, will depend on which option you select. For example if you have a product that doesn't need much explaining like a branded hoodie then a pop up will suffice. But if you have more context you would like the visitor to read, or watch video explainers then a page would suit that option.

The great thing is that if you are not sure, you can always use the A/B split testing to help you get real time data driven insights.

For this example we will keep it simple and select the pop up option, but the same principle apply to using pages. When you select page or popup you will be shown our pre-made upsell/downsell pages and popups.

Editing the upsell

Just like any other block or container the editing remain the same. Simply drag and drop any widget element into place.

First off we need to add our product that we want to offer as the upsell. Navigate to the call to action button to add your product. Once selected a new op up will display. Select the Add Upsell Product - This will open a list of all your products. Select the item you want to add.

Once you have added your product you now have a couple more options:

• Overwrite the price

• Button text

• Add decline link

Overwriting the price will change the original store price, so you can make offers directly within the funnel only.

Add a great call to action copy, something that will make your customers click.

Note: It's important to note that if the customer sees your upsell/downsell, they DO NOT have to re-enter their payment details again. The product cost will be automatically taken. This helps speed up the conversions.

Adding a decline link will allow the customer to decline the offer and move to the next step in your funnel. Note: you can also remove the decline link if required.

And finally, you have the option to add the customer to an email list or even add a tag to help segment those who have purchased the upsell offer. Great for retargeting those who didn't purchase.

Once you have created your upsell, you will now see it within the funnel steps as shown below.

Adding a downsell

Adding a downsell is exactly the same process as creating an upsell. Once created it will be added below the upsell step in the funnel as shown below.

Note: You do have the option to create unlimited upsells and downsells within a funnel.

The number of upsells and downsells in a sales funnel can vary depending on the specific business and product or service being sold. There isn't necessarily a right or wrong answer for how many upsells and downsells to include in a funnel, but it's generally a good idea to keep the number of offers reasonable and not overwhelm the customer with too many choices.

In general, a good rule of thumb is to limit the number of upsells and downsells to no more than three or four. This allows you to offer additional products or services without making the customer feel overwhelmed or pressured to make too many decisions.

It's also important to make sure that each upsell and downsell offer is relevant and valuable to the customer, and not just an attempt to make more sales. By focusing on providing real value and meeting the customer's needs, businesses can build trust and loyalty and increase the chances of future sales.​

Summary guide

1. Navigate to the funnel step where you already have a checkout and select "+Add upsell or downsell".

2. Choose between a page or a popup, depending on the type of product you want to offer.

3. Select the pre-made upsell/downsell page or popup that you want to use.

4. Edit the upsell by adding your product and customizing the call-to-action button, including changing the price, adding a decline link, and adding the customer to an email list or segment.

5. Save your upsell and it will appear within the funnel steps.

And here are the steps for creating a downsell in a sales funnel:

1. Follow the same steps as creating an upsell, but select "Add downsell" instead of "Add upsell".

2. Customize the downsell offer and call-to-action button.

3. Save your downsell and it will appear below the upsell step in the funnel.