I’m a hard sell. It takes a lot to convince me to buy something.
For example, I took a look at SamCart the other month. I didn’t sign up though because I was skeptical of the value I’d be getting for $99 / month.
I mean we already had a checkout page, and it worked! Most of the time… 🙂
A few days later, SamCart sent me an email offering an additional 60 days free.
This set the stage for them to upsell me.
After I purchased their product, they directed me to a page saying, “Wait! Your order is not complete!”
The page was an upsell offer, to include with the order of the 60-day trial, for their video training…on how to upsell using their tool. (Yep, they were upselling me on upsells!)
And you know what? I bought it because it was valuable and relevant to my needs.
(It’s easy for me to sound “rational” about it now, but that’s a conversation for another day.)
The great thing about the whole experience was that we learned from it.
They were able to take my 60-day free trial offer, and make it profitable for them instantly.
After seeing how well the SamCart upsell worked on me, we now use a similar checkout flow for our own tripwire upsell funnel here at AutoGrow.
To help you draw similar inspiration for your funnel, checkout these seven upsell examples in today’s article.
See if you can incorporate any of their tactics into your own business to maximize your sales and customer relationships.
What is an Upsell?
As a recap from our previous post on the topic…
An upsell is a sales technique where you entice a customer to buy more by offering something else of value. You can do this by providing upgrades, expensive items, or other add-ons to their purchase to increase the dollar amount of the entire purchase.
This often happens at checkout, but it can also happen gradually via email automation or retargeting ads.
Let’s check out some examples that will entice you to create your own high-converting upsell (see what I did there?). 🙂
Example #1: GoDaddy’s Add-On Hosting and Email Service Upsells
What It Is: Few domain name sellers are as prolific as GoDaddy. If you purchase a domain from them, they will try to upsell you. You will be given the option to host a website or make your own website. GoDaddy will also try to get you to create a new email tied to the domain name you’re buying.
They will even offer a discount on the domain you’re buying if you add it to your current order.
First, they’re unavoidable. You can’t finish the checkout process without seeing one of the upsells.
Second, they’re good deals. You’re looking to buy a domain name, but now, with one of these upsells, you don’t have to, since the domain is free. Not only that, but you can also get web hosting, an email address or a website builder for cheap.
The appeal of these offers would make any would-be GoDaddy customer stop for a second to decide if they want these deals.
Example #2: Dell’s “Help Me Choose” Feature
What It Is: Here’s another tech upsell example, this time from computer manufacturer Dell.
Not all people shopping for a computer know the best model to buy. This is where Dell’s “Help Me Choose” feature comes in handy. You’ll see recommendations from the manufacturer when you select this feature.
Now, these recommendations are always more expensive than the computer you were going to buy originally. Dell also writes “Dell recommended” in bright orange text on the computers that receive their stamp of approval.
Why It Works: The “Dell recommended” stamp of approval adds credibility to the suggested add-on. If you’re buying directly from Dell, then why wouldn’t you choose the computers they recommend?
Example #3: Amazon’s “Frequently Bought Together” Recommendation
What It Is: If you browse around on Amazon enough and add a single product to your cart, Amazon may recommend two more with its “Frequently Bought Together” feature.
These products are related, such as this example here. The customer bought a Canon PowerShot camera and got recommended a SanDisk flash memory card and a camera case.
Amazon makes it easy to buy all three products, as there’s a tempting yellow “add all three to cart” button. If you’re not sure you want to buy, you can also click the “add all three to Wish List” button.
Amazon also provides the links to the other two products so you can read their features and reviews in more detail.
The example above is one of many. You may see recommendations for similar books:
Or phone accessories:
Why It Works: Let’s go back to the first example, the digital camera and related accessories.
If you’re buying a camera from Amazon, you might eventually want to buy a flash memory card, but it would take time to find one you liked. Amazon takes the guesswork out with an algorithm that’s based on customer shopping behavior.
Of course, the algorithm is not perfect, but most customers who get “Frequently Bought Together” recommendations will see related items.
Also, unlike some of the other upsell examples so far, Amazon’s isn’t pushy. With the GoDaddy upsell, for instance, you have to make an effort to bypass their upsells. With Amazon’s upsell, if you don’t care about the related products, you can scroll past the recommendations to checkout.
Example #4: ProFlowers’ Deluxe Upsell
What It Is: Valentine’s Day just passed, so you might have already experienced ProFlowers’ upsell firsthand.
Admittedly, there’s a lot going on with this page.
Besides the offer to join the ProGifter Club, customers can upgrade their flower order to a Deluxe. In this example that costs $20 extra, there’s more flowers in a nicer vase.
Why It Works: If you’re buying flowers, you want to impress someone special in your life. Why wouldn’t you want to go bigger and better? Purchasing flowers is often expensive, so an extra $20 for the upgrade isn’t that much more in the grand scheme of things.
Example #5: Protection Plan Upsells
What It Is: Many retailers, from Best Buy to Amazon and even Live Nation, offer protection plans for more expensive products. You can often get coverage for a year and sometimes even up to five years. You can even get a replacement product if yours is lost, stolen or broken.
Of course, these protection plans aren’t free. In this Amazon protection plan for a SquareTrade laptop, the customer gets 24/7 customer support, as well as a replacement if the computer experiences electrical failure, screen failure, liquid damage, falls and other damage. This is for an additional $185.
Why It Works: If you’re buying something expensive, of course you’d want to protect it.
You hope you’ll never drop your phone or laptop, but if you do, you know that you’d be covered under your protection plan.
In that regard then, you’re buying value in the form of peace of mind.
In other words: you can worry less! That’s powerful.
These plans are also popular for concert tickets. Imagine you just scored front-row seats to see your favorite band. Do you really want to go to the show without a protection plan in case you get sick, the tickets are misplaced or something else happens?
This is an upsell that essentially sells itself. Not everyone will find a protection plan essential, but plenty of people will.
Example #6: Priceline’s Delayed Upsell
Priceline directly emails you after you book your hotel offering you other essentials. You can extend your stay and save money on rental cars (40% with this offer).
Why It Works: Trips, whether for work or pleasure, are often expensive, so anywhere you can save money helps. You’re going to need to get around, so Priceline’s rental car deal becomes even more irresistible.
Almost everyone has a travel story where their flight got delayed and they couldn’t go home the day they planned. In these situations, extra nights at the hotel are a lifesaver.
Priceline even lets you book these at the same rate, which again, saves money.
Example #7: Amy Porterfield’s Template Packages Upsell
What It Is: Amy Porterfield reportedly made $170,000 from her upsells. She sold a complementary webinar template pack to go with a program of hers called Webinars That Convert.
There were three upsells: customers could get two templates (the lite pack), all the templates at once for a one-time payment, or all the templates at once with a payment plan.
Why It Works: Porterfield herself explains how her upsells work so well: “I structured the upsell offer with a great deal of strategy. Here’s how it worked: if someone saw the offer and bought the five decks at full price, they would never see the two-pay offer or the lite version. You wouldn’t see the lite version unless you declined the first two offers.”
Porterfield says she was able to glean more information about her audience segments from this series of upsells.
Upsells are a simple technique designed to get paying customers to spend even more money. As you can see from these seven examples, there are plenty of successful ways to upsell customers.
- A simple upgrade, like in the ProFlowers example, will always interest customers. This is the classic “would you like to super-size that?” formula that McDonald’s and other fast food joints use every single day.
- You can also go the Amazon route and try to sell customers on related items by packaging these together. You’ll want to create your own algorithm to make sure all products are related and appropriate (something even Amazon hasn’t yet mastered).
- Protection plans for expensive products, such as electronics or concert tickets, are another great upsell. Customers are already dropping a lot of money on a product, so they’re more inclined to spend more money to protect it.
- Tiered package upsells like Amy Porterfield’s are another smart option. These appeal to various segments of your audience, even those who are reluctant to make a bigger purchase.
Which of these upsell examples was your favorite? Do you think you’ll employ these techniques in your own marketing? Let me know in the comments.
Keep Hustlin’, Stay Focused,