What exactly are Upsells and Downsells
Upsells
Upsells are a clever sales technique that are presented to customers after they have already agreed to make a purchase. These offers usually suggest that your clients might also enjoy something that perfectly complements their initial purchase.
Let me give you an example:
You buy a brand new camera. The salesperson may offer a professional cleaning kit or a stylish carrying case for an additional price.
Up sells are about making sure your client gets everything he/she needs while also increasing the Average Order Value (AOV) per customer.
Downsells
Downsells are presented to your customers after they decide to decline an offer. They are more like a helpful compromise.
Let’s say you were dreaming about going on vacation to that all-inclusive ressort, but the prices are way too high. A downsell might look like the same offer but skipping minor things like the spa treatment or maybe getting a smaller room for less price, still allowing you to enjoy your getaway without paying too much.
Downsells help you present relevant offers to your client while also increasing sells.
Upsells/Downsells and Step-by-step guide on setting these offers using ClickFunnels
ClickFunnels is an amazing tool to create sales-funnels, boosting conversions at last and guiding your customers through the sales process. If you’re new to ClickFunnels, make sure to check out my in-depth review here.
Step 1 – Create your funnel
1.1) Create Funnel
- Log in to your ClickFunnels Account
- Go to your dashboard
- Select a funnel or create one
1.2) Prepare your Primary Sales Page
- Set up your sales page
- Make sure your page is ready to process transactions
Step 2 – Create your Upsell Page
- Go to the funnel builder, click “Add New Step” and select “One-time offer (Upsell)”.
- Pick one of ClickFunnels built-in upsell page templates and customize it using the drag-and-drop editor.
- Design:
- Create a catchy headline, such as “Get even more value” or “Experience the full potential”.
- Actually explain the benefits of your offer. What problems does it solve? How will it improve their life?
- Use buttons that makes it easy to decide. Something in the lines of “Add this Power-Up Now” and “No thanks, I’m good” would make it really easy for visitors to make a choice.
- Set the price: Make sure your price is displayed and reflects the value you’re offering.
Step 3 – Create your Downsell Page
- Create a Downsell Page: In your funnel, find the button to add a new page. Click on the “Downsell Page” option.
- Pick a template: Choose one of ClickFunnels 2.0 built-in downsell page templates that fits your brand and customize it.
- Edit your Downsell Message:
- Explain why your offer is still a great deal, even if it’s not the original offer.
- Call your customers to take action with button titles like “Yes, I Want This Special Offer” or “Get It Now.”
- Set the price: Display the price and show up all the important details about the downsell product.
Step 4 – Connect the Upsell/Downsell Pages
- Go to the overview of your funnel.
- Make sure your upsell page is connected to your original offer page, this is the path where customers will upgrade their purchase if they are interested.
- If a customer declines the offer, link them to the downsell page.
- After a client has accepted an upsell: redirect them to a “Thank you” page or even another upsell page.
- After a client has declined an upsell: automatically get them to your downsell page you prepared.
Step 5 – Test the flow
- Preview the entire funnel to make sure that the flow between the upsell and downsell pages works perfectly.
- Purchase something as a customer to confirm that CTAs, products and pages runs correctly.
- Ensure that your payment processor(e.g., PayPal, Stripe) is integrated and working perfectly with all the pages.
Upsells/Downsells pages and Tricks for better implementation
1- Create a sense of urgency(But do not be pushy)
- Limited-Time Offers: Use limited-time discounts or bonuses.
- Scarcity: tell your customers about limited quantities to encourage faster decisions.
2- Keep it simple
- One Upsell, One Downsell: Try not to present too many choices for your customers. Focus on one good upsell and one attractive downsell per funnel step.
3- Track and Improve
- Track Your data: Use ClickFunnels analytics to track key metrics:
- Upsell Conversion Rate
- Downsell Conversion Rate
- Use Data to Optimize: Try different offers, headlines, and page designs to boost your conversions.
4- Relevance is Key
- Make sure your offers are actually related to the original purchase.
For example, if someone buys a blender, an upsell could be a recipe book or a set of extra blending jars. A downsell might be a smaller, more affordable version of the blender.
5- Speed is crucial
- Slow pages lead to angry customers, causing them to leave. Optimize your pages for speed.
Upsells/Downsells pages and Advanced practices
- Post-Purchase Offer: Use ClickFunnels’ follow-up funnels to send targeted upsell offers via email to re-engage customers who might have initially declined and turn them into future customers.
- Bundle Offers: Present multiple products together at a discounted rate. This increases perceived value and makes the upsell more appealing to your customers.
For example, if someone buys a course, offer a bundle that includes the course, a workbook, and access to a private community.
