Looking for cross-sell or upsell suggestions

5 years ago

Originally Posted by Bkelly301

Hey, I've tried a bunch of different pricing variations for my main product. My main product is priced ridiculously low at $59 for lifetime access. For $59, people get access to literally thousands of videos. There is enough content to keep someone occupied for a lifetime. As a result, I make a lot of sales. Generating about $2K to $3K per month on a pretty consistent basis.

I've tried raising the price. I also tried breaking the content down into smaller "chunks", but none of that really seemed to work as well as just the "one time fee of $59 for "full access". Honestly, I feel I'm ripping myself off at that price, but it has proven itself to be a working model.

So now, I want to try to go another route. I want to try and think of something that I can offer as a cross-sell or upsell. I'm thinking maybe offer "1 year of VIP support for $49". The VIP support will allow people to ask unlimited questions via email. It will be like 1 on 1 personalized assistance.

Currently, I help anyone out who emails me whether they are a customer or not, but I think maybe making this into a "product" may be a good way to increase revenue without affecting the working model.

I'm wondering if anyone has any other ideas for upsells/cross sells. I can give more info if necessary.

Thanks!

I think you should put together a 'good, better, best' offer which the $59 price point being the cheapest option. Then package together more stuff for the 'better' and 'best' offers to provide more value and raise the price for those packages to match the additional value. You could even expand this to be a OTO upsell offer when somebody say picks the cheapest option ($59), then they're presented with an offer to purchase the 'better' and 'best' offers at a discounted rate for a OTO.

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Jason Kanigan

5 years ago

Have you talked to your buyers and asked what support or additional service they would like?

Having a high ticket offer that only 1 in 100 buys could be very profitable for you.

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savidge4

5 years ago

Here would be my take.. knowing you offer guitar lessons... I would be selling consumables. you are by default an authority once they have your course... so the idea of you selling tuners and strings and capos is a nice tie in. and if you went so far as to have some of this made in china and logo'd.. you might be surprised what could happen.

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Bkelly301

5 years ago

These are excellent suggestions!

I never thought to just ask the members what they want. I feel weird emailing people saying, "hey can you give me an idea of what I can sell you". I'll have to figure out how to phrase that. This is a great idea though!

Also, physical products is a really good idea too. Branded gear...really great idea!!

As far as the good, better, best thing goes...I've found that type of thing results in less sales for me. People seem to like my site having just 1 "upgrade" option. When I tried to give more options, the sales massively slowed down. So I'm kinda just limited to what I have here. It's kind of a weird model I have here, but it's working though!

Thanks for the replies!

Thanks
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Jason Kanigan

5 years ago

Originally Posted by Bkelly301

These are excellent suggestions!

I never thought to just ask the members what they want. I feel weird emailing people saying, "hey can you give me an idea of what I can sell you". I'll have to figure out how to phrase that. This is a great idea though!

Also, physical products is a really good idea too. Branded gear...really great idea!!

As far as the good, better, best thing goes...I've found that type of thing results in less sales for me. People seem to like my site having just 1 "upgrade" option. When I tried to give more options, the sales massively slowed down. So I'm kinda just limited to what I have here. It's kind of a weird model I have here, but it's working though!

Thanks for the replies!

"I would love to hear how you are using what you've gotten here. What would you like more of? A deeper look at or expansion of?"

"Having gone through the material, what is missing that you wish was available as a next step?"

Ask them for stories about their experience.

In my world a big upsell for premium buyers is the thing that rewards everyone the best. But it might not be the case for you...worth testing, though.

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savidge4

5 years ago

Originally Posted by Jason Kanigan

Ask them for stories about their experience.

even if you DONT think its possible this one little piece of advice, by using them on your sales page will increase sales its conversion rate exponentially.

By spreading them around the site it will also give the users an amount of drive to succeed, and success directly equates to referrals - YOU simply can not lose with testimonials.

Jason AS ALWAYS is spot on!

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Jason Kanigan

5 years ago

Originally Posted by savidge4

even if you DONT think its possible this one little piece of advice, by using them on your sales page will increase sales its conversion rate exponentially.

By spreading them around the site it will also give the users an amount of drive to succeed, and success directly equates to referrals - YOU simply can not lose with testimonials.

Jason AS ALWAYS is spot on!

I deal with ecommerce store owners all the time, usually because I'm consulting for a third party service (contest-as-a-service providers, email marketers and so on). And one of the worst offenses these guys do with their marketing is rely on FEATURES to sell.

Take a flashlight.

I do not care that it is 18" long and 3" in diameter and black. Neither does your buyer. That's not why they buy.

What I really want to see is a story where the lights went out in a storm and you used this flashlight to save your family. Because it was solid and RELIABLE and there when needed.

Now I'm pumped up about it and I don't care WHAT features it has: I care about the result it got. I will ignore the fact that it weighs 20 pounds and could be used for toning training.

That's the kind of stuff that is missing from many sales pages.

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savidge4

5 years ago

Originally Posted by Jason Kanigan

I deal with ecommerce store owners all the time, usually because I'm consulting for a third party service (contest-as-a-service providers, email marketers and so on). And one of the worst offenses these guys do with their marketing is rely on FEATURES to sell.

Take a flashlight.

I do not care that it is 18" long and 3" in diameter and black. Neither does your buyer. That's not why they buy.

What I really want to see is a story where the lights went out in a storm and you used this flashlight to save your family. Because it was solid and RELIABLE and there when needed.

Now I'm pumped up about it and I don't care WHAT features it has: I care about the result it got. I will ignore the fact that it weighs 20 pounds and could be used for toning training.

That's the kind of stuff that is missing from many sales pages.

I do e-commerce, and YES the devil is in the details.. and its NOT there to sell, but to guard against returns... bigger than I thought... smaller than I thought... not as bright as I thought.. Heavier than I thought... Lighter than I thought... I was hoping it was silver.

Part of the e-Commerce world and its language is geared towards keeping the sale once the item is delivered vs actually selling the item.

Just some insight into my lonely little world LOL

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MerchantRevenue

5 years ago

Originally Posted by Jason Kanigan

I deal with ecommerce store owners all the time, usually because I'm consulting for a third party service (contest-as-a-service providers, email marketers and so on). And one of the worst offenses these guys do with their marketing is rely on FEATURES to sell.

Take a flashlight.

I do not care that it is 18" long and 3" in diameter and black. Neither does your buyer. That's not why they buy.

What I really want to see is a story where the lights went out in a storm and you used this flashlight to save your family. Because it was solid and RELIABLE and there when needed.

Now I'm pumped up about it and I don't care WHAT features it has: I care about the result it got. I will ignore the fact that it weighs 20 pounds and could be used for toning training.

That's the kind of stuff that is missing from many sales pages.

Just a basic comment on something I figured out a couple decades ago that Jason's post hits on..... I do not optimize on how I think my product should be found, I optimize/market based on how my potential customers are searching. It is two different thought patterns, and one results in higher traffic and sales than the other.

Thanks

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Bkelly301

5 years ago

Well, my main product sales page (my $59 product) has an open commenting form on the bottom of it. I have hundreds of positive reviews on there with people writing their personal stories on there. Those reviews are largely the reason that my product makes as many sales as it does (to me, a few sales per day is great)!

Now, trying to figure out how to get another entirely new product out of these stories is the challenging part. I could share my site sales page over PM if one of you wouldn't mind taking a look?

Right now as it stands, I came up with an upsell idea of "unlimited VIP support". After they make the purchase, the thank you page will say "would you like to add 1 year of VIP support for 20% off the regular price?"

This way, I could potentially make $139 each sale instead of just $59. Even if they say "no", I still made the $59 sale.

This is the kind of thing I was thinking of.

Thanks
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savidge4

5 years ago

Originally Posted by Bkelly301

Well, my main product sales page (my $59 product) has an open commenting form on the bottom of it. I have hundreds of positive reviews on there with people writing their personal stories on there. Those reviews are largely the reason that my product makes as many sales as it does (to me, a few sales per day is great)!

Now, trying to figure out how to get another entirely new product out of these stories is the challenging part. I could share my site sales page over PM if one of you wouldn't mind taking a look?

Right now as it stands, I came up with an upsell idea of "unlimited VIP support". After they make the purchase, the thank you page will say "would you like to add 1 year of VIP support for 20% off the regular price?"

This way, I could potentially make $139 each sale instead of just $59. Even if they say "no", I still made the $59 sale.

This is the kind of thing I was thinking of.

You really need to step back for a moment and think about YOUR time and the scalability in this. I would lean towards a private facebook group possibly. that way you can schedule "Live" time with your paid audience, and in the middle you could respond more on your schedule. the wonders of this type of thing is your community as a whole helps one another as well so its not so you you you

Thanks
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Bkelly301

5 years ago

Originally Posted by savidge4

You really need to step back for a moment and think about YOUR time and the scalability in this. I would lean towards a private facebook group possibly. that way you can schedule "Live" time with your paid audience, and in the middle you could respond more on your schedule. the wonders of this type of thing is your community as a whole helps one another as well so its not so you you you

Ya I realize that offering support as an upsell is not scalable, but I can't really think of any other ideas. Adding support and/or skype lessons will allow me to bring in some more income at least. I do have a private FB group in place already where I help all the members out.

I'm just looking for ideas on how I could increase my income a bit. I've tried several different things, but they've all proven to not work very well.

I'm also considering building a second site, which contains only courses. I'll leave this site alone, and continue selling lifetime subscriptions for $59. The second site would have all new updated content, with tons of single courses for sale in it.

I'd love to maximize the ROI of this site though.

I like the idea about surveying the members for sure. Also, love the idea of incorporating physical products into the business. I'm open to other suggestions too though!

Thanks
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Jason Kanigan

5 years ago

Originally Posted by Bkelly301

Ya I realize that offering support as an upsell is not scalable, but I can't really think of any other ideas. Adding support and/or skype lessons will allow me to bring in some more income at least. I do have a private FB group in place already where I help all the members out.

I'm just looking for ideas on how I could increase my income a bit. I've tried several different things, but they've all proven to not work very well.

I'm also considering building a second site, which contains only courses. I'll leave this site alone, and continue selling lifetime subscriptions for $59. The second site would have all new updated content, with tons of single courses for sale in it.

I'd love to maximize the ROI of this site though.

I like the idea about surveying the members for sure. Also, love the idea of incorporating physical products into the business. I'm open to other suggestions too though!

SOMEONE ELSE can teach lessons.

One of my biggest mistakes was not pouring it on in 2012 when Sales On Fire was going through the roof. I thought people were buying because *I* was the one teaching...I should have hired consultative sales trainers, had them teach my process and that be 70%, 80% of the live call content, and the other 20-30% be their stuff and ME BE FINE WITH THAT.

A mistake I have not made since. My business today does not rely on me to do any of the work. I can strategically direct, and hop in to find insights if I want...but the actual work is done by someone else. To my standards, but their work.

Thanks
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Bkelly301

5 years ago

Originally Posted by Jason Kanigan

SOMEONE ELSE can teach lessons.

One of my biggest mistakes was not pouring it on in 2012 when Sales On Fire was going through the roof. I thought people were buying because *I* was the one teaching...I should have hired consultative sales trainers, had them teach my process and that be 70%, 80% of the live call content, and the other 20-30% be there stuff and ME BE FINE WITH THAT.

A mistake I have not made since. My business today does not rely on me to do any of the work. I can strategically direct, and hop in to find insights if I want...but the actual work is done by someone else. To my standards, but their work.

A few things about that:

1.) My "product" is designed as a practice tool, not just a bunch of lessons

2.) I have a very specific way of presenting my lessons in the music theory niche, that I would not want anyone else other then myself doing. My followers like my unique presentation style.

3.) I genuinely enjoy helping people to understand the concepts that I'm teaching. I wouldn't want to pass it off to someone else.

My problem is that I have a "product", which contains almost 3000 videos, a 75-page ebook and almost 200 written lessons...all of which I sell for a one-time fee of $59.

People like my product, but Ive been ripping my hair out trying to figure out how to make a little bit more money from doing this.

My best ever month was $3500.

Last month I did $3200.

This month was horrible because I was all over the place trying to have things broken down into smaller "chunks", but all I heard was crickets after doing that.

This stuff is definitely not easy!!

I'll never give up though.

Thanks

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Chris Busa

5 years ago

What worked well for me in the survival niche with one of my products is take one of your best videos or content that most likely is the most viewed if you can find that out and sell that on the front end as a low ticket product.

And then upsell your $59 product at either a higher price or a monthly recurring subscription.

I have a membership site and then I took out one piece of content from their and created a sales page just for this product then my upsell was for the membership site.

or you could go the high ticket route.

webinar presentation and higher price point like $297+

what are you current conversions on your sales page?

Thanks
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Bkelly301

5 years ago

Originally Posted by Chris Busa

What worked well for me in the survival niche with one of my products is take one of your best videos or content that most likely is the most viewed if you can find that out and sell that on the front end as a low ticket product.

And then upsell your $59 product at either a higher price or a monthly recurring subscription.

I have a membership site and then I took out one piece of content from their and created a sales page just for this product then my upsell was for the membership site.

or you could go the high ticket route.

webinar presentation and higher price point like $297+

what are you current conversions on your sales page?

Hey I like this suggestion. It's just that the way my model is, is very different from a lot of other sites that I see out there.

I have a "free membership", which a ton of people sign up for because it is REALLY good. This gets people on my list.

I then offer the option to "upgrade". The upgrade is my product. That's why it's tricky trying to have other products in this model considering the "upgrade to full access" is the thing that I'm selling.

I don't know my exact numbers, or how long it takes people to convert from free member to full access member. I also don't know how many people are buying due to my 5-part autoresponder email sequence vs just stopping by my site and buying what I'm selling. There's a lot of unknowns in the equation.

The numbers that I do know from Google Analytics is that I get about 40 to 50 views on my sales page per day, and I average about 1 to 2 sales per day. I don't use any paid traffic sources either, so it's difficult to get accurate metrics.

I'd like to start scaling via paid traffic, but I want to maximize the ROI of the site first.

I know that I want to build a second site where I can keep adding new courses to because it's tricky trying to sell "courses" on a site in which the primary product is a "full access membership".

I think I do things MUCH differently then the average IMer. This isn't on purpose. Rather, it's just because I have been trying to figure all of this stuff out on my own without ever really knowing exactly what I was doing!

Thanks

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luciesmazanska

5 years ago

@Bkelly301 The best way to go about this without affecting your current sales is to offer different packages at different prices. That way, you do not lose your existing customers, and they have the option of making bugger purchases.

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Bkelly301

5 years ago

Originally Posted by luciesmazanska

@Bkelly301 The best way to go about this without affecting your current sales is to offer different packages at different prices. That way, you do not lose your existing customers, and they have the option of making bugger purchases.

I hear ya. It's the "bigger purchases" thing that I'm still trying to figure out though. I don't have the "bigger thing" to upsell!

The reason my product works so well is because I offer so much for the low price of $59. If I try to give less with this offer, the offer then loses its appeal. If I try to increase the price, sales go down...so I'm looking for the "new thing" that I can make my upsell.

Thanks

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savidge4

5 years ago

Bkelly,

How long now have you been beating this? a couple years... You are perpetually putting the snake in your coat to keep it warm.. and you end up in the same place every time.

YOUR product sells at its optimal at $59 unlimited lifetime access. Stop thinking upsells and increases and this and that and the other, you have more than been there done that. Start integrating some back end sales - like I suggested guitar strings and tuners and capos and then THROW traffic at it and see where it goes.

THIS becomes your steady horse.. THIS removes some of the stress on whats next.... And you have discussed it in this thread there is a project B - START WORKING ON IT.

Take the lessons you have learned with your profitable and successful flagship effort and make the needed adjustments to make the next project that much better. - I think what really may be going on is you might be procrastinating from starting project B. Just stop beating yourself over the head and leave well enough alone at this point. Its right as rain and bringing in the dollars - if it aint broke don't fix it ( I might look into the lack of knowing where the conversions are coming from and optimizing that way... ) but really just step away and let it do its thing.

Hope that Helps!

Thanks

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Medon

5 years ago

Hi Bkelly301
I have a couple of questions:
1 what price do you think will make you feel that you are not ripping yourself?
2. What level of monthly income do you think you want to make consistently.
Once I get answers to this, I will be able to help you brainstorm.

Thanks

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Bkelly301

5 years ago

Originally Posted by savidge4

YOUR product sells at its optimal at $59 unlimited lifetime access. Stop thinking upsells and increases and this and that and the other, you have more than been there done that. Start integrating some back end sales - like I suggested guitar strings and tuners and capos and then THROW traffic at it and see where it goes.

I agree with this 100%. That is why your suggestion to include physical products is the one in this thread that I am most interested in.

Would you mind if I send you a PM asking a few questions about how to move forward with this? I'm still uncertain if this entails making my own "brand" of strings, tuners, etc. OR if this is simply referring to going on AliExpress and setting up some sort of drop shipping?

Also, I'm wondering if you have any suggested reading that I could do so I could learn more about this?

Thanks a lot!

Originally Posted by Medon

Hi Bkelly301
I have a couple of questions:
1 what price do you think will make you feel that you are not ripping yourself?
2. What level of monthly income do you think you want to make consistently.
Once I get answers to this, I will be able to help you brainstorm.

1.) Based on:

- The amount of content I'm offering
- The VALUE that they are receiving from my product, which many have said is equivalent to a college education
- The hundreds of positive reviews that I've gotten
- Competitor's prices in which they give MUCH LESS in a single "course"
- The fact that I offer support to anyone who messages me for no additional charge, because I genuinely want to help them

I think a price point of $199 if very fair. At that point, I'd feel that they are still getting a great deal, and I also won't feel as if I'm ripping myself off.

2.) My goal ever since I started this back in 2016 has been to make $5K per month consistently.

Ultimately, I want to scale using paid traffic, but I don't think that just having one single product that sells for $59 is enough to result in a positive return.

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ryanbiddulph

5 years ago

Hi B,

"Currently, I help anyone out who emails me whether they are a customer or not"

Bingo, dude. This is how I make money. I help tons of people for free which:

- improves my skills
- increases my exposure

Then, folks who see this allegedly

skilled guy, in a zillion places, buy his stuff. Some buy the $20 eBook. Some buy the $6.99 eBook. Some the courses. Etc, etc....I spend so little time on price points because if you generously help a ton of folks, you gain exposure to a point where people keep buying at virtually, any level, within your clarity and money beliefs. The $2-$3 K becomes $3-$4 K, and upward, just by gaining more exposure and skills, among people who vibe with your free advice, because they know people, who know people....and word of mouth marketing prospers you.

Toy around with pricing a little bit to get clear-confident, then keep helping people who ask you questions, many, for free.

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