So, you want to create a low ticket offer. You’ve seen the strategy and thought, “I just need to create something cheap and sell a bunch of it – easy!” But hang on – this thinking can be dangerous, because there’s actually a lot more to it than that!
A lot of the time, people haven’t done the basic back-of-napkin maths. They haven’t calculated exactly how many sales they’d need to make to be hitting the numbers they’re after. And they often don’t realise that a low ticket offer is just one small piece of the puzzle.
I’m sorry to say it, but without putting all the other pieces into place, it’s going to be a total waste of your time, energy and effort. So, how can you actually turn your low ticket offers into profitable sales?
Let’s dive in and explore the best strategies to implement so that you can transform a $27 offer into a $200, $300 or even $500 sale!
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Create an Irresistible Upsell Track
Assuming that you already have an amazing front end offer, we’re going to talk about creating a really strong upsell track to go behind your low ticket offer.
The best part about it is that you can take each step of the upsell track one by one. Today I’m walking you through what each of them is, the numbers to look out for and which order you need to be launching them in.
1. The Order Bump: A Logical and Easy-to-Understand Offer
The first step to upsell for course creators is the order bump. This is a small, additional offer that customers can add to their purchase during the checkout process. The order bump should be a logical and easy-to-understand offer that requires no explanation. It could be a template, a script or any other item that instantly appeals to customers. The goal is to make it a no-brainer for customers to add this extra item to their order.
So that the order bump is actually profitable, I recommend aiming for a conversion rate of at least 30%. This means that approximately one in three customers who purchase your initial offer should also purchase the order bump. You can experiment with different price points, typically ranging from $17 to $47, to find the sweet spot that maximises conversions.
2. The First Upsell: Complementing the Initial Purchase
The second step in your upsell track is the first upsell. This is a one-time offer that customers see after they have made their initial purchase. It should provide a solution that complements the initial purchase and offers additional value. It should be priced between two to five times the initial offer, typically ranging from $77 to $149.
Aim for a conversion rate of 15% or higher, meaning that approximately 15 out of every 100 customers who make the initial purchase should also take advantage of the first upsell. I encourage you to really have a think: what would absolutely blow it out of the park with the second offer, making it irresistible for customers to pass up?
3. The Second Upsell: Offering an Even More Valuable Solution
Want to take your upsell track to the next level? Consider adding a second upsell. This upsell for course creators should offer an even more valuable solution than the first upsell and can be priced higher, typically ranging from $197 to $297. This is where you’re going to see those bigger profits start to come in. And remember, the second upsell should build on the benefits and features of the first – giving people something really juicy that will have them buying on impulse!
Bonus Tip: Adding a Third Upsell as a Downsell
Now, as with anything in marketing, I’m all about making sure it feels good for you. If it annoys you to go through these processes and have multiple upsells, then don’t do it. However, if you want to appease the bargain-hunters of the world (like me!), you have a little bit of room to play here – and that’s by creating a third, one-time offer.
The third upsell for course creators is actually just taking the second upsell and offering the exact same thing, but on a payment plan. This would technically be called your first actual downsell. For example, this is only offered to people who don’t take the $297 second offer, offering for them to get started today for just $97.
While it might look like a lot of work at first glance, you don’t actually need to go and create a bunch of stuff to do this. There’s no doubt you have a lot of value already existing as bonuses in your programs.
So, get out there – create, test and play with this easy and effective strategy to start seeing more profit from your low ticket offer!
