Hey everyone, Jason here, digital marketing consultant, and in this video, what on earth
should your upsells be.
We’re gonna be going through five solid upsell examples and a simple process you can
run through to quickly figure out what you should offer during your upsell sequence.
And if you don’t even know what upsells are we’ll cover that in a little bit.
So make sure you check out the time stamp table of contents in the description along
with some other helpful links to actually building the rest of your sales funnel.
Now there’s one key to success when it comes to your upsells, and that is making sure that
your upsell is in fact independent from your product or service.
You never want someone to purchase your product or service and then see your upsell offer
and feel like they have to purchase that in order to make what they just bought works.
So they do need to be independent.
It is okay if your upsell only works if they already purchase the product, but not the
other way around.
The product needs to be independent of whatever upsells you’re offering.
Now if you’re not quite sure what an upsell is all an upsell is, is an offer you’re
making to someone after they purchase your first product or service.
So if they just bought a consulting call, or they purchase access to a membership site
or course.
What is something you can offer them to increase your average transaction value?
Now I’ll get through the math at the end of the video but for now let’s go ahead
and dive into those five different types of upsells to help you figure out some upsell
ideas.
So the first one is access, and access is essentially saying, okay you just purchase
this and if you want more access to me, here’s an offer where essentially you can have direct
access to me.
There are three main ways you can do this.
You can do this as monthly webinar where you have a just a Google form.
People can just submit questions, and then they hop on a live webinar, or it could just
be a private youtube live stream and you answer all that came in.
And people pay a monthly fee in order to ask you questions and be on that live call.
The second way you can do this, another popular way is using Facebook groups, and this is
simply to get access to the Facebook group, and then they can ask questions and you can
engage with them there, and that gives them direct access.
The third way you can do this is to just straight up offer a consulting call in a package of
one, or two, or three, however, you want to split test.
But essentially an access upsell saying you got this product and if you want to have direct
contact with me, here’s how much you need to pay or here’s a package that you can
purchase to have more access to myself or my team.
Now the second type of upsell offer is the next problem.
So if they purchase a product or service from you, they are purchasing it because they want
to improve something they want to take go from where they are to where they want to
be.
Well, once they’re at that next level where their current problems has been solve, they’re
probably going to have more problems right?
Like for example, as a digital marketing agency, if we’re selling Facebook ads, well the
next problem is probably going to be email marketing, right?
Or conversion rate optimization of their landing pages or their upsell sequence cause they
have so much traffic coming through.
So then that would be another service we can offer.
If you’re doing digital courses, you can think of whatever the more advanced version
of what you just sold them.
This is very important though, it’s very important that is in fact advanced and there
is a step.
Whereas you don’t want to have your core product or membership and then pull out some
information just so you can have an upsell.
People are going to be able to see right through that.
So it can be a quick three to five module course, or it could be a full blown, you know
five to seven module course.
And of course, the prices can range anywhere from fifty dollars for the upsell all the
way to two hundred to five hundred dollars free upsell.
Just that depends upon how much information you’re packing into this upsell.
And you can also structure this as monthly newsletter.
So if you’re in a niche where things are constantly changing, like this is very popular
in the stock market niche for example, maybe they just purchase a course on how to trade
options, or how to invest in dividends stocks.
Well guess what, the options are always gonna be changing, and the dividends stocks are
always going to be changing.
So it would make sense to offer them a newsletter to keep them up to date of the latest stocks
and investments they should be looking at.
Now the third type of upsell is extremely similar to the next step.
Instead of looking at a progression of their journey, we look at okay, well they’re here
now and they just purchase this product because they are trying to solve problem XYZ.
Well people who have this problem are probably also going to want to know how to do this,
this and this, right?
For example if someone just purchases a workout program, well chances are they probably interested
in protein powder, or workout gear, or supplements, or a nutrition plan, right?
Those are all things that could be offered right after they purchase a, I don’t know,
how to build your muscles or something course.
That would make sense in the context of someone who wants to be in better shape.
So here you can offer another complete course or short course, or another great thing to
do is offer a quick tool.
Or if you aren’t a developing your own Google sheets or excel sheets, or you don’t have
your own software, this is also a great place to insert an affiliate offer to a piece of
software that would most likely need to use or should use in order to help them achieve
the result that they’re trying to achieve.
Now number four is do – done, and this is doing more work for them.
Now typically when you’re selling a course, that’s a do it yourself right?
They wanna purchase the videos, they wanna purchase the ebook, and then they want to
go do it themselves.
Well, the next step from do it yourself is to done with you.
And so this is where you can, during your upsell sequence say, hey, you have all the
information you need, but you probably have questions along the way, or you might want
more help, or you might even want us to do it for you.
And so, if it’s a course that’s just a this is how, how you do it, and everyone has
the expectation that they’re going to do it themselves.
Well then you can offer a implementation program, or you can offer a consulting call, or you
can even offer a monthly coaching program, where you’re actually going to be able to
be hands on with them.
Helping them along the way until that they achieve the result what they’re looking
for.
Another upsell idea here is if you’re already offering that done with you style product
as your main product.
Well then the next is just do it for you, right?
And this is something that I do as a marketing agency.
We just don’t actually do the first two, we just do it for you, right?
And so that’s something you can offer your clients and students in terms of whatever
they’re trying to achieve.
Say if it’s reasonable right?
If it’s a workout thing then you actually can’t do the workouts for them.
But you can come up with ways where you can do more of the work for them and of course,
those people who don’t want to do as much work are will be willing to pay more.
Now, the final one is bundling and upgrade.
So for service providers you can think of okay, this is what we typically offer what
is something that we could add on to it.
Or how could we make this kind of our VIP package.
So that would apply if you’re a service provider.
Now, if you’re doing digital products, then you’re going to be looking at bundling things
together, combining different types of offers.
So some great ideas for this is if you have another course or another small product, and
it could be a related or next step like we talked about in the beginning of this video
whatever it may be.
You can combine it with saying, hey you know you can get this course, and if you buy this
course now, you get three months of our monthly membership.
Or, if you buy this many product now I’ll actually hop on three or four consulting calls
with you.
So you can take offers and put them together so that they’re more valuable and you may
find that this is a way to kinda push someone over the edge when then their evaluating whether
or not they want to purchase another product on top of what they just bought.
So that does it for the five ideas.
If you somehow went through this entire video so far and have no idea what you should use
as your upsell, go ahead and comment below.
I still read and reply to every single one and I can help you out figuring out what you’re
upsell should be.
Now I quickly want to run through some upsell math to talk about why this is so important.
So go ahead and take a look at these diagrams.
So let’s say you have a sales funnel and we get 10 customers and our product is twenty
five dollars.
So that would mean our average transaction value is twenty five bucks.
That’s great!
But let’s go ahead and add two upsells.
The first upsell we’ll say is fifty dollars and the second upsale, sell, we’ll say is
two hundred dollars.
Now if we had one out of three people, take us up in the offer of the fifty dollar and
then one out of ten take us up on the offer of the two hundred dollar.
Now all of a sudden our average transaction value has gone up from twenty five dollars,
because that’s the only thing people could buy all the way up to sixty dollars.
And it’s a lot easier to pay for traffic when you know your average customers is going
to spend sixty dollars versus the lower twenty five.
And so that’s really why upsells are so important is because it allows you to spend
more to acquire customers.
So thank you so much for watching I sincerely hope you got some value out of this video.
Go ahead and hit that like button and subscribe for more sales funnel tactics and strategies
just like the ones covered in this video, and as always, keep building the business
you love.