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So let me ask you something, do you even upsell? As someone who has been helping people to create, automate and scale their online courses for many, many years, you better believe I’ve racked up a few special party tricks over that time.

OK, so it’s not so much “tricks” but more like tried, true + specific strategies (not as catchy) that I just love to whip out and wow my clients with. And so, I wanted to share one of my faves with you today…

…The upsell. 

The reason this “trick” is so good? It’s super simple to implement, it works really well AND it costs absolutely nothing. 

So! Together in this episode let’s nerd out about all things upsell — what they are, why I recommend everyone has at LEAST one and how you can quickly add them and increase your profit today. 

Things You’ll Learn in this Episode of Doing it Online:

• My 3 fave upsells: the order bump, course to maintenance and ‘first step to next step.’ 
• How to implement each of them PLUS…
• …Any extra tools you might need tech-wise if you’re adding upsells for the first time. (It wouldn’t be me if I didn’t talk software would it…)  

So first of all… what the hell is an upsell?

In simple terms, an upsell is a second offer. 

Think about the good old ‘Would you like fries with that?’ at McDonalds. That’s an upsell. Someone’s already purchased something with you and you offer them something else that’s going to compliment what they’ve just bought. So, if you have something that’s going to improve their experience — you offer them “the fries.” Because when are fries NOT appreciated?

Why do I love them? 3 reasons! Firstly because they increase profit. Secondly, once you have them set up (yes this can take some trial and error) – you can use them again and again. 

And thirdly they can increase the average cart value (or average order value) or your customers. 

As long as what you’re giving them in that upsell is truly beneficial and useful to them…it’s a freaking win-win for everybody. 

It’s usually super duper simple. It doesn’t even require more emails or any ad spend. 

So! That’s what they are and that’s why I love them. Now, let me walk you through my 3 fave types of upsells…

 

Fave upsell number 1: The order bump or ‘one time offer’ 

The order bump is probably what you think of when you hear “upsell” as it’s a pretty common one. This is where people are in the checkout and you offer them something else to purchase. It’s usually something small and “snackable” like the fries at McDonalds or the chocolate bar at the supermarket register…

They’re in the checkout and you just say, “Hey, would you also like this?” 

OR, there’s the ‘one-time offer’ that people see after their purchase. This is usually just a ‘hells yes’ offer… something just sprinkled onto the top of an already solid and awesome purchase. 

I group these two together, because they both happen in the same place – during the check out and at the time of sale. You can choose to have one or both. They’re also both usually on the low-end money-wise. They’re not significantly above the price of what’s already been purchased or added to their cart. (Although, you can give that a go! That’s the beauty of these things, you can test them out and see.)

Fave upsell number 2: Course to maintenance

This is an offer model that I just love. It’s where people offer an ongoing continuity or maintenance program AFTER their original program ends. 

For example, perhaps you take someone through a 30 day program and if you do your job well in that 30 days, people will get to the end of that experience and feel like they want more. They’re not ready for their experience with you to end and they might want to continue in the support community for just a little bit longer.

So, you can offer them an extra month or support.  This doesn’t need to be turned into a brand new thing or a whole new membership site. 

In the episode, I go into more detail about the best time to offer this kind of upsell and a couple of strategies around that, so it’s worth having a listen. But again, this is just about extending the value you offer and making sure they’re getting something super useful to them. 

Fave upsell number 3: Step one to step two  

The final upsell that I love is what I call the ‘Step one to step two.’ This is along the same lines of the maintenance offer of upsell number 2. This is about them continuing within your galaxy or universe, but they’re not really getting anything new. 

The ‘step one to step two’ upsell is where at the end of your program, you invite those people  onto a ‘next step’ program that covers the next logical step in their journey.

It’s usually a higher investment, (around 3 to 5 times the initial investment) and it’s really just going to be for those ‘dream client’ people — the people that have put in the work and are really wanting that next level. It enables you to really step up and help them even more, keep them as part of your world and actually serve them even more.  

Are upsells complicated?

All of these upsells are super easy to set up. Although, yes, the second upsell does requires a mini-funnel set up. We actually get all that happening in our ecourse empire program, and people usually love setting that one up because it’s super simple and it’s a real ‘set and forget’ funnel. 

But none of these have to be hard or complicated. And they all can help offer a better and more valuable experience for your clients. 

I think these days so many entrepreneurs are in the ‘grow as fast as humanly possible’ mentality that they forget about these tried and tested strategies. Like, offering something even better to our existing customers… 

Do I need any special tools or tech?

Well, look, I wouldn’t be me if i didn’t recommend some plugins or software, hey…

So, depending on what upsell you’re going to implement, you may need to upgrade your checkout. If you’re wanting to set up order bumps you might want to look at Thrive Cart. You could also look at your options with Kajabi, Sam Cart and Kartra etc…

But! If you just want to test it for now (which, I’m a super big fan of testing by the way) then I’d recommend just setting up another sales page on your website and re-directing them there. 

Want to make more sales than ever before…?

And LASTLY!

Do you want to not just make more profit, but more sales of your online courses and offers than ever before? 

Yes? 

Then you’ll LOVE my epic new 6-Day LIVE workshop! It’s called The 6-Figure School and it all kicks off on April 12th! 

I’ll walk you through a 6-day intensive and hands on experience to show you exactly what you need to do to market + sell your own 6-figure + online course in 2021.

 

It’s going to be super valuable, and so much fun too! Get more details and grab your ticket for JUST $66 at hellofunnels.co/school so hurry click on over, grab your ticket and I’ll see you on the inside!