Charge $17 or $0 for a course upselling a $250 CPA?

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Calling all internet marketing vets that have experience with upselling, paying for traffic and creating landing pages. Here's a problem for you :

(Assume 10,000 UV/mth)
If I made "Product A", a complete 2-hr video course (containing an upsell worth $250CPA), and make a landing page for it, should I.........


A) Make the course FREE, because it would increase opt-in % resulting in more leads, which in turn will result in more sales through a 3% conversion rate.

B) Charge $17 for the course, it will have a lower opt-in % resulting in lesser leads, but the leads will be quality leads, giving a 8% conversion rate for the CPA. Additionally, I will also earn from the $17/sale.


P.S : Please don't ask me to do A/B testing, I'm looking for people who have had experience with these sorta things.
#ad networks (cpm/cpl, display) #$17 #$250 #charge #cpa #upselling
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  • Normally testing would be the best way. My worry would be the people buying the free might be less inclined to spend any money. Where at least if someone is already paying $17, you know they will at least spend something.
  • You need to test and see.
    My opinion is the second option because you will get alot more quality opt-in.
    When some one doing opt-in for free most of the chance he won't pay and will just take the free sample.
    • [1] reply

    • Im looking more for real life examples and experience. Whatever you said has already been factored into the problem with the 3% and 8% conversion rates. Thanks though.

      This is true, I am offering ALOT of value in between the freebie and the 250CPA. I understand that I have to do some basic split testing in order to get some indication of which method is more profitable.

      -What tool do i use for split testing for beginners ?
      -Tracking with GA i assume ?
      -What kind of budget is good for split testing ?
      -I have around 15 different marketing channels for this product, and have not tested them. Do I purchase traffic from these sources and split the traffic into AB ? that way i can both measure the ROI for each source AND opt-in + CPA conversion %s for both FREE and $17 schemes.
      • [1] reply
  • A term used nowadays is "freebie seekers" - These are people who will opt in, provide email addresses and engage your offer but only because it is free... This type of traffic can be hard to sell to and unless you are offering a lot of great value content in between the freebie and the $250 CPA - it can be a massive leap of faith.

    By selling your product, and as others have said you are attracting buyers. Buyers are much easier to sell to but it is important that your $17 product over-delivers. If the person doesn't perceive value they won't trust you, or even consider a jump to the higher ticket item.

    Out of pure interest, you made it clear not to suggest split testing - with 10k UV per month, what is your reason for not wanting to split test? You could seriously be harming your own chances of succeeding because it is impossible for anyone to predict the exact outcome of your offer... People can give you an idea of a typical trend but there are exceptions.
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