It sounds great, but does it work in reality? Yes.
Unfortunately, most people (including many of the big-name “Gurus”) are getting this wrong and potentially leaving tens of thousands of dollars on the table, possibly more…
If you think about it, what chances do people have of ever seeing your upsell offers (where most experts would agree is where the real money is…)
If your website visitors are leaving your sales order page?
The answer is almost zero.
The problem with most websites is that it seems the offer is strictly a “Yes” or “No” decision.
This is a mistake.
Marketing legend Dan Kennedy says that “There is a price for every person, and a person for every price.”
This implies that if you’re only giving people one option or price point to buy from you, you’re missing out on multiple layers of opportunity by not getting them into your funnel.
With our coaching students, we always recommend that you start with their higher priced core-offers first. Because there is a certain percentage of people who will usually take this offer, and who see the value up front, and are willing to purchase.
However, if they are not ready to purchase…
For example if the price is too high, or they are not ready to make that kind of investment in your company (or you) to start out with, doesn’t it make sense to then present them with a different offer they may be more interested in?
This could be in the form of a discounted ‘lite’ version of your product, a slightly different product entirely, a payment plan, an ‘ala-carte’ option vs. the full-price bundle, or any number of different price / value combinations including all the way down to a Free Trial.
If you are NOT doing this, you are leaving potential sales on the table.
Plain and simple.
We’ve tested this extensively, and generated millions of dollars on upsells into higher priced upgrades, continuity programs (memberships) and other products.
But this ONLY works if the customer has entered the upsell cycle, and has given you their credit card information.
Then and only then can you push them through your upsell sequence, and here we’re assuming you’re using a CRM platform that utilizes 1-click upsell technology so the customer doesn’t have to re-enter their credit card info.
There’s a reason every successful marketer uses this concept, from the ‘Sham-Wow’ guy and virtually every infomercial…
To McDonalds (Want fries with that?)
Make sense right? Intuitively most would agree.
But the problem, and the reason that most online merchants don’t offer this is because it’s too hard to setup.
So, how do you keep people from abandoning your order form and re-engage them into another offer as a downsell on the front-end? Even a free-trial?
Using exit-pop ups when the visitor tries to leave the ORDER page.
Click here to read about video exit pop-ups on order pages
When the potential customer tries to leave the page, you can show them a better offer… ideally with a streaming video so that you can further engage and build relationship…
Here you can also show that you understand that they are not ready to make a bigger commitment just yet, but maybe they would be open to a smaller one.
Now, most people would agree that exit-pop ups can be annoying if you show them from the initial sales pages.
But it’s a completely different mentality on the order page.
Average Customer Value (ACV)
Average Cost to Acquire Customer (CAC)
Users don’t want to see an exit-offer from a sales page, because they haven’t expressed an interest in the offer to start with…
But… once they have clicked through to the order page, it’s usually a completely different mindset and is most often a price / value issue that causes them to leave.
If you can sway the price / value equation in their favor, they stay.
We’ve proven this, and that it works.
If you solve this price/value inequality (which is different for each person) you’ll see up to 80% reduction in order form abandonment, and you do this by using things like exit-pop ups (ideally now with video). We’ve seen up to a 50% increase in overall revenues as well! Yes, it works.
Just imagine what that means to your back-end funnel sales.
If you could re-capture up to 80% (or possibly MORE with a great exit offer) and push them through your 1-click upsell funnels, where you have the opportunity to offer them additional different price / value options to buy…
Think about what this can do for your sales, and skyrocketing your Average Customer Value (ACV). This is important on many levels…
If you are trying to scale a business (especially if you are seeking investor capital) then it’s critical to know what this number is, and that it’s greater than your Cost to Acquire a Customer (CAC). This is your goal as a business owner.
So now hopefully it makes sense now, that by re-capturing up to 80% of your otherwise abandoning (non-buying) traffic and getting them into your funnel at some price level (even Free),then and only thenare you able to show them your upsell offers whereyou can see sales increases of 2x, 3x, and in some cases even 10x increases in ‘same customer’ order values.
One of the other reasons that using post-order page ‘1-click’ upsells works so well is because of the psychological phenomenon called “Consistency of Commitment.”
Robert Cialdini (Author of the book ‘Triggers’) talks about how people will seek to defend a prior decision by acting in accordance with that decision in the future (In this case: Justifying their initial purchase decision, by buying more from you). So it makes sense to offer them more right away.
We’ve used these principles to generate literally millions of dollars in our past businesses, and with the right technology available to you these days, you can use these same principals to make more money in your business.
The results above are not typical. While this was our experience in a prior company and product, your results will vary and may be more or less than ours.
So right now you may be asking, what’s the big deal here? I already knew about 1-click upsells before this.
The BIG difference is getting MORE people into your funnel to even see your upsells, by using the right technology and offers on the back end.
Another mistake that I see people making with their upsell funnels is... and it’s a BIG one… is not having enough of them! Notice above how many there are.
If you’ve ever bought anything from an infomercial, either by phone or online, then you know how many times they try to upsell you… Right?
Sham Wow Infomercial Guy
If you haven’t ever bought from an infomercial, I urge you go to their website and buy something next time you see one, just to see what their sales path is and how many upsells they offer you. This is very deliberate.
Do you know why?
Because they work.
And these big infomercial companies are actually lucky if they’re breaking even on the first sales they are making to you… They are happy if that just covers their media costs and other expenses!
They are making most if not ALL of their profits on the back end sales.
If these big infomercial companies are doing it, and in some cases making millions of dollars…
Don’t you think you should too?
Last year I went online and purchased the Sham Wow product, and not only were they showing 6 or 7 different upsell offers… I noticed that these offer URLs were all in a specific numerical range… And guess what?
I started entering random numbers within this range.
And found 30-40 of their other upsells (that they for some reason had NOT shown to me, but I can only assume they were TESTING these).
Read that again. That’s huge.
But let’s bring this around again to how you can get even MORE people into your funnel, and LESS people abandoning from your order forms.
Video Exit Pop-Ups
This is relatively new.
You likely have never seen one.
But these are crushing it now, and we’re getting some pretty amazing feedback from other people who are using this.
Imagine at the moment of greatest indecision, when they are trying to leave your order page, you show them a video pop-over that re-engages them with personality and your likeness to rebuild the trust you had with the visitor, and letting them know you understand the price / value may not be there for them but that you want them to benefit so much from your product that you’ll make an exception and let them get in for less or buy a ‘lite’ version.
Read that again.
People buy from other PEOPLE they know, like and trust.
And there is no better way than video.
Want to see a live example – Click Here
This is getting a great response from people and is a great way to re-engage people with relationship and get them to purchase vs. leave your page…. And like we’re saying…
Getting them into the ‘V’ – into your funnel.
We hope you have found this to be interesting and impactful.
If you incorporate these strategies into your existing funnels and sales pages, you WILL see increases in your sales.
Visit our V-Selling blog post here for any updates to this or new case studies. To find out more about using exit pop-ups and video exit pop-ups click here. To read more about how to super-charge the V-Selling concept with other unique conversion tools, strategies and the software we use to make this whole process easy visit our Cydec blog and website here.
Now get on to adding V-Selling to your business (and making more money!)
Brett Fogle, CEO Cydec Software
Brett Fogle has been marketing online since 1999 and has sold 3 of his previous companies including a three-time Inc 500|5000 company which he started from the proverbial ‘kitchen table’ and grew to the 276th fastest growing private company in the U.S.A. in 3 just years. He has had a successful career as a businessman, starting his first business at age 7 and has continued to start, grow and sell various businesses from retail to online. Brett currently speaks internationally on how to make money on the internet and is co-founder of Click and Grow Business seminars and author of the book Click and Grow Rich. He is also CEO and co-founder of Cydec Software, a sales and email marketing platform that helps online business owners succeed with powerful yet simple software automation tools.