Hello my friend,
Many people who struggle to sell online have the same problem.
Their offer is too thin.
They create a product, a coaching package, or a service, and they put it out there hoping people will buy.
Then they wonder why the conversion rate is low.
What you will read today is almost always the answer to that problem.
Here’s the mistake - their sales process practically ensures that most buyers don't have everything they need to succeed after they purchase.
They buy the course but don't have the template.
They buy the template but don't have the strategy.
They buy the strategy but don't have the support.
So the customer gets stuck. And when customers get stuck, they don't get results. And when they don't get results, they don't become repeat buyers or refer anyone.
Sometimes they even refund. Arg!!!
There's a better way. And it starts with two questions.
Question one: What else will they need after they buy?
Sit down and really think about this.
If someone buys your core product today, what happens next?
What do they need to implement it?
What do they need to make it work?
What do they need to get the result you promised?
Write it all down. Every single thing.
Question two: Can I afford to give it to them?
I can hear the upsell gurus screaming even as I type this.
But this is how it works in the real world.
It’s how you create your amazing “irresistible offer”.
And there is still room for upsells so don’t worry about that.
Now look at that list.
Some of those things cost you nothing to include. A checklist. A template. A short video. A swipe file. Some things cost a little. Some cost more.
Here's where it gets interesting.
If you want the highest possible conversions on the front end, you say yes to as many of those things as you can afford. You bundle them up.
You create an offer stack so strong that buying becomes an easy decision.
This is what I call the throw-it-in-the-pot method.
You take the core product plus three, four, or five of those needed items, and you include them all in the initial purchase. Then you add time sensitivity. "Order in the next 24 hours and we get all of these bonuses."
If you think I've lost my mind on this, consider the following two names.
Russell Brunson
Alex Hormozi
Russell Brunson built ClickFunnels to hundreds of millions in annual revenue before a multi-billion-dollar exit, and Alex Hormozi regularly does nine-figure launches.
If this isn't your cup of tea or it's too strong for you, then here's the good news …
The alternative is the upsell method.
You still ask the same two questions.
You still list everything they need after they buy.
But instead of including everything upfront, you bundle the extras into one or two logical upsells.
The upsell method works. But some buyers resist it. They feel nickel-and-dimed. So if you go this route, be careful about how you bundle and when you present it.
Either way, the magic happens when you stop thinking about your product in isolation and start thinking about the complete journey your buyer is on.
What do they need next?
Can you afford to give it to them?
Answer those two questions honestly, and your offer gets stronger instantly. Your conversions go up. And you don't have to work any harder to make each sale.
That's the power of a strong offer stack.
And a strong offer stack is a beautiful thing indeed!
Thanks,
Charlie
P.S. Which method do I think is better? While there is no right or wring,I have seen that an irresistible offer not only outperforms upsells but it creates a powerful online reputation.
That’s why I don’t use upsells with Business Builder even though I do use them.